In this episode, Steve Fretzin and Natalie Knowlton discuss:The growing number of people DIYing their legal needs and why lawyers should be concerned. Non-lawyer ownership of law firms. Why lawyers should embrace thoughtful legal regulatory reform. Emerging business models in the practice of law.  Key Takeaways:Law is both a profession and a business. Your law firm should be running as an actual business that provides legal services. Consumers are responding to the commoditization of the law - it is a way that consumers recognize and understand how to use. You can monetize legal information. There is a level of legal information you can package and sell that the average person just doesn’t know. Technology is causing a disruption and a change in the legal industry. That technology, such as AI, is likely here to stay and is only going to get more sophisticated. "Regulatory reform is here to stay. I think the level of opposition we are seeing is a testament to the fact that it is here to stay." —  Natalie KnowltonGet a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Get Visible: https://www.getvisible.com/ Episode References: Final Event of 2023!: https://fretzin.com/eventsTalk Justice: https://legaltalknetwork.com/podcasts/talk-justice/Mathew Kerbis: https://www.linkedin.com/in/mathewrobertkerbis/ About Natalie Knowlton: Natalie Anne Knowlton is the Founder of Access to Justice Ventures, empowering entrepreneurs who are developing scalable access to justice solutions. She is a 2023 ABA Journal Legal Rebel and is listed among the ABA Legal Technology Resource Center’s 2022 Women of Legal Tech. Connect with Natalie Knowlton:  Website: https://a2jventures.com/LinkedIn: https://www.linkedin.com/in/natalieanneknowlton/Twitter: https://twitter.com/natalalleycat   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 Michael Liebowitz discuss:Behavioral neurology and how it relates to business development. Understanding your business identity and your identity in your business. Belief alignment, story connection, and the message you are conveying.Talking about the money and criteria for success early in the discovery process.  Key Takeaways:All businesses are personal, all great businesses are very personal. The biggest mistake businesses of all sizes make is talking about what they do, and not what it means. Start with the outcome, then follow it up with the belief system. You need to talk about your business in a way that makes people want to work with you.  "We are excellent BS detectors. And what I mean by BS is Belief System. We learn this at a very young age. We intuitively know when someone is saying something they don't really believe." —  Michael LiebowitzGet a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Episode References: ProVisors: https://provisors.com/Pivot: https://podcasts.apple.com/us/podcast/piv About Michael Liebowitz: Michael creates messages that make more money. Lots of business owners struggle finding that one, perfect message that grabs attention, differentiates, and inspires people to want to work with them. My clients hire me to find theirs. He works with consultants and founders to get them saying all the right things in their marketing, networking conversations, and sales calls that generate more business. The result: Landing more of their ideal clients faster Website and marketing is converting Networking conversations produce results Sales cycle is shorter Connect with Michael Liebowitz:   Website: https://www.mindmagnetizer.com/LinkedIn: https://www.linkedin.com/in/michaeljliebowitz/ 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 Brooke Lively discuss:Avoiding analysis by paralysis. The six key components of business that you need to understand. EOS (Traction) for law firms. Defining roles and delegating for law firm success.  Key Takeaways:When you have your data dialed in, you can see where the issues really are and then you can fix them. Most companies are running at about 20% strong on the six key components. Very few have 100%, but the goal is to always get better. If everything is important, nothing is important. You’ve got to keep the one thing, the one thing. There are many free resources for getting started with EOS that can help transform your law firm now.  "When you've got the vision, when you've got the right people that understand that vision and are helping to create it, that are rowing in the same direction, and you're doing it all based on data - everything in your company becomes so clear." —  Brooke Lively Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Get Visible: https://www.getvisible.com/ Episode References: Final Event of 2023!: https://fretzin.com/eventsCheck out the previous episode with Brooke here: https://www.fretzin.com/podcast/episodes/brooke-lively-from-panic-to-profit-in-your-law-firm/Traction by Gino Wickman: https://www.amazon.com/Traction-Get-Grip-Your-Business/dp/1936661837EOS Worldwide: https://www.eosworldwide.com/brooke-livelyTake The Assessment: https://organizationalcheckup.com/ About Brooke Lively: Brooke is the Founder and President of Cathcap, a group of Profitability Specialists and CEOs who help lawyers grow, scale, and create more profitable firms. She started the company after spinning up a 7-figure law firm in under 2 years and receiving requests for help from other law firm owners for help. That was when Brooke began to understand the apprehension lawyers felt around the numbers in their business, and how rarely they used data in their decision-making process. As Cathcap grew and helped more than 200 firms, she began to see a trend between the firms that excelled and the ones that just survived - and that difference was implementing EOS. After years of trying to find great EOS coaches who understood the legal industry, Brooke ultimately became an EOS Implementer and now helps law firms achieve all their goals. Brooke is an international speaker, international best-selling author, and coach whose down to earth actionable advice has helped hundreds of lawyers. She loves nothing more than the moment when "the light bulb goes on" and she knows that a person is going to take action that will positively impact their business, and not only their life, but the lives of their clients and employees. Brooke holds an MBA in Corporate Finance and Investments from TCU, is a CFA Charter holder, has been voted one of Fort Worth's CFOs of the year, and has been featured in such publications as CNBC, Forbes, and US News and World Report. Connect with Brooke Lively:  Website: https://cathcap.com/  LinkedIn: https://www.linkedin.com/in/brookelively/LinkedIn: https://www.linkedin.com/company/cathedralcapital/Facebook: https://www.facebook.com/boo.lively.3Facebook: https://www.facebook.com/CathedralCapital 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 Jonathan Fitzgarrald discuss:Collaboration between a lawyer and a business coach. Why you should have a business plan for your law firm. Finding the right referral partners and investors. Ideas for staying top of mind and staying in touch. Key Takeaways:Relationships are proactive, not reactive. If you don’t have a plan, you won’t know where you are going.Be the go-to person for people outside of the things you do. Listen with your eyes - people are telling you more on LinkedIn than even they realize.  "The number one challenge for most professionals is staying top of mind among their target audience for people who can refer them business." —  Jonathan FitzgarraldGet a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Episode References: Accept Steve’s Challenge at: http://fretzin.com/Alex Hormozi: https://www.youtube.com/@AlexHormoziJerry Maatman: https://www.linkedin.com/in/geraldmaatman/ProVisors: https://provisors.com/The Armstrong & Getty Podcasts - https://www.armstrongandgetty.com/podcasts/ About Jonathan Fitzgarrald: Jonathan Fitzgarrald looks to undervalued professionals, untapping their potential to grow revenue, market visibility, and their practices. Many of the firms Jonathan advises report up to 20 percent increases in revenue within the first year. Jonathan’s proprietary approach adapts a Moneyball strategy by recognizing and coaching traditionally overlooked, highly skilled professionals in legal, financial, accounting, and professional services firms. Connect with Jonathan Fitzgarrald:  Website: https://equinoxstrategy.com/LinkedIn: https://www.linkedin.com/in/jonathanfitzgarrald/LinkedIn: https://www.linkedin.com/company/equinox-strategy-partnersTwitter: https://twitter.com/JRFitzgarraldTwitter: https://twitter.com/EquinoxStrategyFacebook: https://www.facebook.com/EquinoxStrategyInstagram: https://instagram.com/JRFitzgarrald 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 Stewart Wessel discuss:How Stewart got into legal recruiting. The control and freedom that comes from having your own book of business. Building your network. Understanding the market for 1+1=3.  Key Takeaways:As a younger lawyer, you do not have to start building your book alone - you can bring a more senior attorney with you to help close the deal. The optimal size of your book when making a lateral move is different depending on where you are trying to move. When making a lateral move, look for a fit outside of just a monetary fit. The cultural fit and what you’re looking to get out of the firm will also make a difference in where you want to look. There are many questions you need to understand so you go into a move with your eyes wide open.  "The truth of the matter is, that's the baseline. The expectation is you're a great lawyer, but you need to have business in order to have some control and some freedom over your life and make moves." —  Stewart WesselGet a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Get Visible: https://www.getvisible.com/ Episode References: Last Event of 2023!: https://fretzin.com/eventsProVisors: https://provisors.com/Eat That Frog! By Brian Tracy: https://www.amazon.com/Eat-That-Frog-Great-Procrastinating/dp/B08NN397DN/ref=sr_1_1 Connect with Stewart Wessel:  Website: https://www.thewessel.group/Email: [email protected]: https://www.linkedin.com/in/stewart-wessel-88935ab/ 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 Diane DiResta discuss:The value of speaking both in person and virtually.Common mistakes lawyers make when speaking.Understanding your audience.What to do when you’re nervous (and why those nerves are selfish). Key Takeaways:Fit is often about culture, not about a skill mismatch.It doesn’t matter if you are a fast speaker, you want to leave space in between - remember the pause. That is where the information you are sharing is going to land with the audience.Speaking is 90% preparation and 10% delivery - the price you charge is for more than the 1 hour of your time to give the presentation.Group things into 3 - it is more memorable. Stories also are memorable and touch the heart. "Speaking is one of the most powerful and cost-effective marketing tools you can have.  It's like test driving a car, they get to see you in action." —  Diane DiRestaGet a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Get Visible: https://www.getvisible.com/ Episode References: Gladden Longevity Podcast - https://gladdenlongevity.com/podcast-episodes/ About Diane DiResta: Diane DiResta, CSP, is Founder and CEO of DiResta Communications, Inc., a New York City consultancy serving business leaders who deliver high-stakes presentations— whether one-to-one, in front of a crowd, or from a virtual platform. DiResta is the author of Knockout Presentations: How to Deliver Your Message with Power, Punch, and Pizzazz, an Amazon.com category best-seller, and has spoken on 4 continents. She works with lawyers and leaders to speak with confidence, clarity, and exude executive presence. Diane is Past President of the NYC chapter of National Speakers Association and former media trainer for the NBA and WNBA. She was featured on CNN, and quoted in the NY Times, Wall Street Journal, London Guardian, and Investors Business Daily, and Bloomberg radio. Diane is a Certified Speaking Professional, a designation held by less than 12% of speakers nationwide. She is a Certified Virtual Presenter. And her blog, Knockout Presentations, made the Top 50 Public Speaking blogs. Diane is Past President of the NYC chapter of National Speakers Association and former media trainer for the NBA and WNBA. She was featured on CNN, and quoted in the NY Times, Wall Street Journal, London Guardian, and Investors Business Daily, and Bloomberg radio. Diane is a Certified Speaking Professional, a designation held by less than 12% of speakers nationwide. She is a Certified Virtual Presenter. Her LinkedIn Learning course Speaking Confidently and Effectively made the Top 20 Most Popular courses for two consecutive years. Connect with Diane DiResta:  Website: https://www.diresta.com/Book: Knockout Presentations: How to Deliver Your Message with Power, Punch, and PizzazzLinkedIn: https://www.linkedin.com/in/dianedirestaLinkedIn: https://www.linkedin.com/company/diresta-communications-inc-Twitter: https://twitter.com/speakingproFacebook: https://www.facebook.com/diane.diresta/Instagram: https://www.instagram.com/dianediresta 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, Erik Olson, Jocelyn Brumbaugh, Jared Correia, and Gyi Tsakalakis discuss:Social media and your law firm.Doing research on LinkedIn for potential connections. Taking accountability for what you publish on social media. Directing people back to your website for the full content and owning your content on your website.  Key Takeaways:Be on the social platforms that your audience is on. Keep your social media posts to information, not advice. Clients want to know about the legal process. Responding to negative reviews is not for the reviewer - it is for the next person who sees it and sees that you are recognizing it. Repurpose the content on your website for social media - don’t make more work for yourself. All content should be guided through the eyes of your audience.  "You've got to think about who your audience is. But I will tell you this, from a from a top of mind awareness standpoint, it's the best, the most efficient, and the most effective way to stay in front of your audience on a regular basis. It's cheaper than TV, it's cheaper than radio. Radio and TV don't even have the eyeballs and the attention span that social media has." —  Gyi TsakalakisGet a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/Lawmatics: https://www.lawmatics.com/bethatlawyer/ Episode References: LinkedIn Examples: https://www.linkedin.com/in/ryanmckeen/https://www.linkedin.com/in/brewster-rawls/YouTube Examples: https://www.youtube.com/channel/UCra2AXtKeyqnkAcToRAP8wwhttps://www.youtube.com/playlist?list=PLCFwfTmTPYWyj7F2tg6VPOzg2b1eRru8PClio Legal Trends: https://www.clio.com/resources/legal-trends/What Legal Consumers Want to Know Article: https://www.attorneyatwork.com/2019-clio-legal-trends-report-lawyers-fail-to-communicate-value/Coogan Knows the Law: https://podcasts.apple.com/us/podcast/coogan-knows-the-law/id1701005291Simple Concepts for Legal Consumers: https://drewlewis.law/category/blog/Descript: https://www.descript.com/Think About Client Journeys: https://www.thinkwithgoogle.com/consumer-insights/consumer-journey/micro-moments-understand-new-consumer-behavior/AI Assisted Workflow Tool: https://www.taskade.com/ Connect with Erik Olson:  Website: https://arraylaw.com/Show: https://arraylaw.com/managing-partners-podcast/YouTube: https://www.youtube.com/channel/UCWsbJqhtLMS5wmWmXulpY2ALinkedIn: https://www.linkedin.com/in/iamerikjolson/Twitter: https://twitter.com/thisisarrayFacebook: https://www.facebook.com/thisisarrayInstagram: https://www.instagram.com/array.digital/ Connect with Jocelyn Brumbaugh:  Website: https://www.buildenpartners.com/LinkedIn: https://www.linkedin.com/in/jocelynbrumbaugh/ Connect with Jared Correia:  Website: RedCaveLegal.com & Gideon.LegalLinkedIn: linkedin.com/in/jaredcorreia & linkedin.com/company/gideon-legal-software/Twitter: twitter.com/RedCaveLegal & twitter.com/Gideon_LegalFacebook: facebook.com/GideonLegal Connect with Gyi Tsakalakis:  Website: GyiTsakalakis.com & AttorneySync.comEmail: [email protected]: legaltalknetwork.com/podcasts/lunch-hour-legal-marketing/LinkedIn: linkedin.com/in/gyitsakalakisTwitter: twitter.com/gyitsakalakisFacebook: facebook.com/gyitsakalakis 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, Erik Olson, Jocelyn Brumbaugh, Jared Correia, and Gyi Tsakalakis discuss:The first step lawyers and law firms need to do before marketing themselves.  Positioning yourself as uniquely qualified to help your client.  Perspective client avatars and referral partners.  Pros and cons of specializing and finding your niche.   Key Takeaways:Look at what you are already doing well now and capitalize on that first.  Bring in personal differentiation points in your marketing strategy to stand out from the crowd.  Positioning is what you want to be known for, it does not necessarily cover all that you do.  AI can be a tool, but there still needs to be a human component both before and after using the technology.   "AI is a remarkable tool as a supportive assistive tool. I think about it just like we use Grammarly or a bunch of other stuff to help us write and publish and do research, and it is absolutely remarkable in those contexts. So short answer, yes, use it - just learn about it and learn how you can actually use it both effectively and ethically." —  Gyi Tsakalakis Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/  Overture: https://overture.law/Get Visible: https://www.getvisible.com/Lawmatics: http://lawmatics.com/bethatlawyer   Episode References:  ChatGPT for Legal Marketing Search: https://www.google.com/search?q=chatgpt+for+legal+marketing  ChatGPT for Legal Marketing Article: https://www.attorneysync.com/blog/chatgpt-for-legal-marketing/  Law Firm AI Article: https://thisisarray.com/law-firm-ai/ Connect with Erik Olson:  Website: https://arraylaw.com/  Show: https://arraylaw.com/managing-partners-podcast/  YouTube: https://www.youtube.com/channel/UCWsbJqhtLMS5wmWmXulpY2A  LinkedIn: https://www.linkedin.com/in/iamerikjolson/Twitter: https://twitter.com/thisisarray  Facebook: https://www.facebook.com/thisisarray  Instagram: https://www.instagram.com/array.digital/   Connect with Jocelyn Brumbaugh:  Website: https://www.buildenpartners.com/  LinkedIn: https://www.linkedin.com/in/jocelynbrumbaugh/   Connect with Jared Correia:  Website: RedCaveLegal.com & Gideon.LegalLinkedIn: linkedin.com/in/jaredcorreia & linkedin.com/company/gideon-legal-software/Twitter: twitter.com/RedCaveLegal & twitter.com/Gideon_LegalFacebook: facebook.com/GideonLegal Connect with Gyi Tsakalakis:  Website: GyiTsakalakis.com & AttorneySync.comEmail: [email protected]: legaltalknetwork.com/podcasts/lunch-hour-legal-marketing/LinkedIn: linkedin.com/in/gyitsakalakisTwitter: twitter.com/gyitsakalakisFacebook: facebook.com/gyitsakalakis   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 Elizabeth Tresp discuss:How Elizabeth started her law firm (and manages her other businesses as well). The secret of work-life balance. Managing workload capacity and workload ability when hiring. Understanding your core competencies and trying new things.  Key Takeaways:The work-life balance will change throughout your career and will look different for every person. Knowing when to hire is going to come with experience, but you need to be in tune with your employees, what is really happening, and if the work currently can support someone else. Always be recruiting (even if you’re not currently hiring). You never know what conversation is going to be had and what that will turn into. Be willing to take the risk on things you enjoy and make you feel good. You never know what you will learn or how your business will grow.  "Don't be scared. Take the risk. Invest in yourself. Invest in your goal and what you have to offer, own it, and feel good about it." —  Elizabeth Tresp Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Episode References: 24 Months to Freedom by Brett Trembly - https://www.amazon.com/24-Months-Freedom-Staffing-Solutions/dp/1955242445 About Elizabeth Tresp: An attorney, business owner, investor, philanthropist, and mother, Elizabeth A. Tresp, JD, LL.M. founded her law firm, Tresp Law, APC in 2013 as a solo practitioner but quickly grew the firm to a successful mid-sized practice with several attorneys practicing under her direction. Elizabeth has a national client base consisting of thousands of clients from all walks of life in virtually every State.In 2019, Elizabeth purchased the nationally-revered law firm of Day & Associates, Inc, which has practiced continuously in Solana Beach since 1992. Today, Elizabeth is the principal attorney and owner of both law firms, with offices in Solana Beach, California; San Diego, California; and Kemmerer, Wyoming. Elizabeth is a respected volunteer and major donor in the non-profit community, and an angel investor and small business owner in numerous ventures throughout the United States. Elizabeth also owns or is a partner in several businesses from professional services to retail and food service. Her unique perspective informs her law practice, enabling her to design the right legal solutions for every individual client’s needs.For the past six consecutive years, Elizabeth has been awarded Super Lawyers Rising Star. Awarded by the San Diego Business Journal, Elizabeth is also an honoree of the 2021 and 2023 Women of Influence in Law and the 2022 Business Women of the Year. Elizabeth earned her Juris Doctor (JD) and Master of Laws in Taxation (LLM) at the University of San Diego School of Law. Connect with Elizabeth Tresp:  Website: https://www.tresplaw.com/Website: https://www.trespday.com/Website: https://www.normandysolutions.com/Website: https://www.trespcs.com/Phone: 858-248-2779LinkedIn: https://www.linkedin.com/in/elizabethtresp/Instagram: https://instagram.com/tresplawapcInstagram: https://www.instagram.com/trespdayInstagram: https://www.instagram.com/normandysolutionsInstagram: https://www.instagram.com/fossilfuelwy 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 Jeff Kimmel discuss:Understanding the business and the finances of the firm. Referrals, delegation, and trust in your team. Communicating clearly and confidently to your client about transitions in teams.Scaling down to scale up.  Key Takeaways:Everyone has their own way of managing - find the way that works for you and the firm and do that. It can be fun and exciting if you are doing it in a way that is fresh and right for you.You can give clients reassurance that you are part of their case while also assuring them that your team is more than capable and will be handling the day-to-day. You do not have to do it all. Answer internal firm questions not just with an answer, but with perspective as to how it affects the client and the case. You do not need to accept every referral case to maintain relationships - sometimes declining the cases that don’t fit can earn you respect and better future cases.  "Even if you don’t want to be the boss, it is so important for you, as a young lawyer, to understand that the firm you are working at is also a business." —  Jeff Kimmel Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Episode References: What Lawyers Don’t Know by Jeff Kimmel and Connie Henriquez - https://startlovinglife.com/whatlawyersdontknow/ About Jeff Kimmel: As Managing Partner of Salenger, Sack, Kimmel & Bavaro, a New York trial firm, Jeff Kimmel is a fierce business leader and attorney who has navigated the firm's rapid growth and elevated its status to one of the leading personal injury and medical malpractice law firms in New York. Jeff has been recognized in the industry as a leader. His business background and innovative thinking have helped him structure the firm for continued growth and success.  Connect with Jeff Kimmel:  Website: https://www.sskblaw.com/Book: https://startlovinglife.com/whatlawyersdontknow/LinkedIn: https://www.linkedin.com/in/jeffrey-m-kimmel-4782864/Facebook: https://www.facebook.com/jeffrey.kimmel.524Facebook: https://www.facebook.com/Salengersackkimmelbavaro/ 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 Joe Tamburino discuss:Why lawyers struggle to build a book of business and a law practice. Honing your skills and learning from others. Communication, expectations, and building a great team. Building media relationships.  Key Takeaways:You have to have confidence in yourself, no matter what venture you go into in life. Having a record of success will give you confidence and will really let you know what your job truly is. You (or someone on your team) have to be available when business comes your way. Everybody has an email - if you are looking to contact someone in the media, see who is in your area and reporting on your area of law, then reach out to them.  "Things happen to make your business successful outside of work all the time." —  Joe Tamburino Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Episode References: The Law Entrepreneur - https://thelawentrepreneur.com/About Joe Tamburino: Joe Tamburino is one of the most effective criminal defense attorneys in the Twin Cities and has been named a Minnesota “Super Lawyer” for the last two decades straight. His passion for excellence in criminal defense has led to an exclusive rating as a Minnesota State Bar Association Board Certified Legal Specialist in Criminal Law, a certification achieved by fewer than 3% of all attorneys. He has defended his clients effectively against a wide range of charges – from DWI and white collar crimes to child pornography, assault and homicide – and has personally tried over 100 jury trials. Joe has over 30 years of criminal experience. A graduate of New York University and the University of Minnesota Law School, Tamburino began his career as a public defender in the Anoka County Attorney’s Office. In 1997, he joined what would become Caplan & Tamburino Law Firm and has become a prominent and visible member of the Minnesota legal community. In 1998 he was named a Rising Star in Minnesota by Minnesota Law & Politics (Rising Stars are attorneys who have practiced for less than 10 years and are the age of 40 or younger). Since 2000, he has been named a Super Lawyer by Minnesota Law & Politics for twenty straight years. Joe Tamburino was nominated for an Emmy Award for his legal analysis on WCCO CBS TV throughout the trial of Derek Chauvin. He is a frequent legal analyst for CBS News, Court TV and Law and Crime Network. Tamburino has shared his expert legal analysis on high-profile cases and is a regular resource for media looking for a conversational understanding of current events with legal complexities. He also presents regularly to law schools and legal professional groups on a wide variety of criminal topics including: drinking & driving, alcohol-related accidents, homicides and criminal sexual conduct, campaign finance, international matters and first amendment (free speech) cases.Tamburino is licensed in Minnesota and Wisconsin and the Federal Courts in Minnesota, Wisconsin, and North Dakota.Connect with Joe Tamburino:  Website: https://www.caplantamburino.com/Email: [email protected]: https://www.linkedin.com/in/joe-tamburino-78aa5b10/LinkedIn: https://www.linkedin.com/company/caplan-&-tamburino-law-firm-p-a-/ 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-SturkieAudio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Emily Witt discuss:How Emily’s Be That Lawyer tipping point started by rock climbing. Top reasons lawyers are looking to move firms. Advice for lawyers searching for a move. One thing lawyers wish they knew.  Key Takeaways:Many lawyers feel they are in the dark in regards to their career progression. During the pandemic, we saw that many lawyers do enjoy being around their colleagues and getting feedback from their coworkers and senior lawyers. Some lawyers may not need a book of business to move, but for most attorneys, it is a point of leverage and strength in a move. When it comes time to make a move, many lawyers do not understand how big their book of business needs to be, even when they believe it is comfortable already.  "Often lawyers are not aware in law school of what the whole legal landscape looks like, particularly where a lot of law schools give a very siloed view of the law firms that are out there. They might not be completely familiar with the fact that there are boutiques out there and that there are different ways to practice law, and how to get to those different junctures in your career." —  Emily WittGet a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Episode References: Pod Save The World - https://crooked.com/podcast-series/pod-save-the-world/ About Emily Witt: Emily Witt is a dedicated legal recruiter with over 20 years of experience, both on the law firm side and the agency side. She began her legal career at Wachtell, Lipton Rosen & Katz, where she was the Senior Recruiting Coordinator. Emily took a leap of faith in 2016 to work for a search firm and now places attorneys into roles in law firms and in-house companies. Her passion for women's advancement in tech and healthcare advocacy fueled her desire to specialize in those areas. Emily hosts a podcast, Beyond the Legal Lens, that helps open the door to jobs in tech and health law. She also has a platform, the Advocate's Mic, that highlights mission-driven attorneys who are creating impactful initiatives in their communities.   Connect with Emily Witt:  Website: https://www.beyondthelegallens.com/Show: https://www.beyondthelegallens.com/podcastLinkedIn: https://www.linkedin.com/in/emilywittslegalpath/Facebook: https://www.facebook.com/emily.witt.104/Facebook: https://www.facebook.com/profile.php?id=100085002114417Instagram: https://www.instagram.com/emilydwittInstagram: https://www.instagram.com/beyondthelegallens 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 Jim Coogan discuss:How Jim’s childhood interest in medicine lead to his career in personal injury law. Listen to what the questions really are. Engaging your audience when you speak. How AI is changing legal practice with communication clarity and efficiency.  Key Takeaways:In law school, there’s a mentality that you want to speak like a lawyer. Once you’re working with clients, however, they are not (typically) lawyers and will better respond to you translating the law to what they need to know and understand. No matter what area of law you are in, your area of law is going to be connected to other areas depending on your client and their situation. As you practice, you will get better at appreciating and connecting with the audience you are speaking to. But it does take practice and analysis of what you said previously. Your job is to interpret and build trust with your clients so they have a reason to believe what you’re saying as things get more complicated.  "It’s just a matter of gauging who's listening to you, and whether what you're saying is making a difference and whether it makes sense in the first place." —  Jim CooganGet a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-sellingThank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/Episode References: Cautionary Tales - Tim Harford Podcast: https://timharford.com/articles/cautionarytales/About Jim Coogan: Jim Coogan has been representing injured people his whole legal career. He is a partner at the law firm Coogan Gallagher in Park Ridge, Illinois. He is the host of the "Coogan Knows the Law" podcast. Connect with Jim Coogan:  Website: https://cgtrial.com/Podcast: https://feeds.captivate.fm/coogan-knows-the-law/LinkedIn: https://www.linkedin.com/in/jecoogan/LinkedIn: https://www.linkedin.com/company/coogan-gallagher/Twitter: https://twitter.com/james_coogan_Twitter: https://twitter.com/coogangallagherFacebook: https://www.facebook.com/jim.coogan.1Facebook: https://www.facebook.com/coogangallagher/Instagram: https://www.instagram.com/jimcoogan.attyInstagram: https://www.instagram.com/coogangallagher/ 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 Justin Neagle discuss:Living a life of continuous improvement. Scaling and improving through processes. Documenting and delegating appropriately. Missing processes in people, sales, organization, and technology. Key Takeaways:When you’re going through an identity shift, keep pushing forward. It will be strange at first, but things will settle when you push through your tipping point. Being really smart does not mean you automatically have every skill set. Without following a process (particularly in sales) you don’t know where it may have failed, or where you can improve. Put the right people, in the right seat, and let them do the thing they’re good at. Giving them freedom and support, that is where scale will come.  "If you’re not trying to up-skill your people, you're doing it wrong." —  Justin Neagle Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Episode References: The Daily Stoic Podcast - https://dailystoic.com/podcast/10 Microsoft Power Automate Workflows Every Small Business Needs - https://spotmigration.com/blog/10-microsoft-power-automate-workflows-every-small-business-needs/ About Justin Neagle: Say hello to Justin Neagle, the Chief Storyteller at Spot Migration and Co-host of the Building Scale Podcast! Justin is one of the unstoppable leaders behind Spot Migration, a leading authority in the realm of IT and Cybersecurity Services. From strategy to implementation, Spot Migration's core focus is to create peace of mind by making technology reliable for their clients. Check out their site for more information - spotmigration.com Separately, Justin has the privilege of interviewing business leaders on his podcast, Building Scale. (buildingscale.net) With an in-depth understanding of storytelling and a purpose-driven mindset, he has been able to interview some amazing CEO and owners who have scaled their businesses with the use of three pillars of scaling - people, processes, and technology. Justin is a leader who loves seeing companies grow and learn. He strongly believes that the secret recipe for successful businesses is a culture that values its people and has a meaningful purpose. Justin has set an ambitious goal for himself. He’s on a mission to guide 1000 companies to find and use their unique core purposes. This way, they can have a positive impact on the world, and everyone involved can experience joy and fulfillment while increasing their earnings. Sounds pretty cool, right? Connect with Justin Neagle:  Website: https://spotmigration.com/  Email: [email protected]: https://buildingscale.net/LinkedIn: https://www.linkedin.com/in/justneagle/LinkedIn: https://www.linkedin.com/company/spot-migration/Twitter: https://twitter.com/JustNeagleFacebook: https://www.facebook.com/justin.neagle/Facebook: https://www.facebook.com/spotmigration 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 Audrey Rubin discuss:Why law firms need to operate more like a business. How to know what your clients really want. 3 Tips for outstanding client services. Asking for connections and introductions.  Key Takeaways:There is a lot more to getting clients than just being a really good attorney. Clients care about things like responsiveness, having a point of contact, understanding and predicting their bill, and even more. It’s more than about being a great lawyer at a reduced fee.Build relationships with your clients by working on a joint project with them - get to know them, get comfortable, and be willing to ask them questions about more than just their legal work. There is power in having a team serving your clients, not just you alone.  "The best lawyers, who retain and expand their business, issue report cards on themselves to the clients periodically. They ask the client how they are doing, not just on the legal work, but on other things." —  Audrey RubinGet a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-sellingThank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/Episode References: Getting Naked by Patrick Lencioni - https://www.amazon.com/Getting-Naked-Business-Shedding-Sabotage/dp/0787976393About Audrey Rubin: Recognized and award-winning leader in profitability, productivity, and people for law firms and corporate law departments. Professor of "Law as a Changing Business" at the University of Illinois College of Law. Former VP and COO of the Global Law Department of Aon. There she was responsible for all budget, talent, strategic planning, process improvement, technology, and talent. Connect with Audrey Rubin:  Website: https://www.rubinsolutions.com/LinkedIn: https://www.linkedin.com/in/audreyrubin/ 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 Adam Kosloff discuss:Setting goals and creating habits.Building a process to create your content consistently.Repurposing your content creatively.Evaluating the platforms for content and content creation based on your audience. Key Takeaways:Having unresolved tasks on your to-do list will continue to nag at your brain and keep you discontented.Not all content creation is right for every single person. Find what is in sync with your firm, your life, and your likes.You can use the hacks to get people to click or read, but you want to make sure you’re saying something of value and unique to you.Not all marketing has a direct ROI. Building a reputation as an expert in your space or creating content that can be repurposed and leveraged can be equally as important. "The people who really succeed are the ones who like to have this as a habit, and can sustain it either me, or someone I delegated to do this." —  Adam Kosloff Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Episode References: The Secret to Success Podcast - https://www.s2spodcast.com/ About Adam Kosloff: I’m the founder of Virtuoso Content, a legal content agency I grew out of my own freelance career writing over 50,000 web pages and hundreds of books. I’ve also written for movies and television, including working as a staff writer for comedian Mel Brooks on Spaceballs: The Animated Series. On the side, I’ve written a popular blog on the keto diet, been a keynote speaker at nutrition science conferences, toured the world as a semi-pro a cappella singer, and defeated the former U.S. chess champion, all while raising three kids.  Connect with Adam Kosloff:Website: https://virtuosocontent.com/Cell Phone: 818-601-6747LinkedIn: https://www.linkedin.com/in/adam-kosloff-2346623/LinkedIn: https://www.linkedin.com/company/virtuoso-content/ 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, Charlie Uniman, Colin Levy, and Maya Markovich discuss:Best questions to ask a legal tech vendor. Choosing the right tech choice, not just the impulsive decision. Looking for bottlenecks in your firm’s day-to-day productions and bringing your team into the changes. Pros and cons of working with early stage legal tech startup firms. Budgeting for legal tech.  Key Takeaways:While you should ask questions about data security and customer support, you want to tailor your questions to what solution you are looking for. Involve your team in the tech choices from the beginning. They are the ones who are going to be using it and you want to make sure it is the right fit for them. Depending on your practice area, there may be different tech needs. However, all firms should look into good operations technology to help their firm run most efficiently. Look at the use of the tools and what your needs are before setting your budget.  "Once you’re comfortable with the tech you’re using, don’t be ashamed of it. Tell your clients about it, let them know that you’re tech forward, and let them know how they can benefit from your use of the tech." —  Charlie Uniman Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Connect with Charlie Uniman:  Website: www.legaltechstartupfocus.com  Email: [email protected]: https://www.linkedin.com/in/charles-uniman-2316b83/ Connect with Colin Levy:  Website: https://www.colinslevy.com/Website: https://www.malbek.io/LinkedIn: https://www.linkedin.com/in/colinslevy/Twitter: https://twitter.com/Clevy_LawFacebook: https://www.facebook.com/clevylaw Connect with Maya Markovich:  LinkedIn: https://www.linkedin.com/in/mayamarkovichTwitter: https://twitter.com/MarkovichMayaWebsite: https://vilcap.com/Website: https://justicetechassociation.org/   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, Charlie Uniman, Colin Levy, and Maya Markovich discuss:The disconnect between legal tech and lawyers. Great online resources to stay ahead of legal tech. The AI impact on the legal tech industry. Best legal tech products for startups.  Key Takeaways:To get over the hurdle of choosing tech and having people change the way they do business, make a good business case and make someone the champion for the change. Ask yourself why you want to learn about legal tech and let that drive what you look for to avoid getting overwhelmed with the amount of information out there. While prompting is currently a struggle for many with AI, it is not likely to remain a challenge for long as AI gets more intelligent. Some tech isn’t marketed towards law, specifically, but can be a great tool for your law firm. Look at what is going to solve the problem you’re having.  "Change management is fundamentally misunderstood in the legal industry. On the brightside, firms are starting to ask about it, but there is a radical misconception as to what that entails and the value it can provide." —  Maya Markovich Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Episode References: Legal Technology Hub - https://www.legaltechnologyhub.com/Lawrina: https://lawrina.org/ Connect with Charlie Uniman:  Website: www.legaltechstartupfocus.com  Email: [email protected]: https://www.linkedin.com/in/charles-uniman-2316b83/ Connect with Colin Levy:  Website: https://www.colinslevy.com/Website: https://www.malbek.io/LinkedIn: https://www.linkedin.com/in/colinslevy/Twitter: https://twitter.com/Clevy_LawFacebook: https://www.facebook.com/clevylaw Connect with Maya Markovich:  LinkedIn: https://www.linkedin.com/in/mayamarkovichTwitter: https://twitter.com/MarkovichMayaWebsite: https://vilcap.com/Website: https://justicetechassociation.org/ 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 Hugo Gomez discuss:Niche down on what you know. Finding your angle to stand out from the others in your field. Working with outside partners to truly grow and scale your business. Why lawyers should be marketing to the Spanish-speaking communities around them.  Key Takeaways:You cannot please everyone - if you niche into a very specific area, you will be able to find success and give more buy-in to your clients. English-only speakers are in decline according to the latest census. Working with a marketing company that has cultural experience in your target market is key for getting the best results and content to that audience. Multicultural marketing needs to be done from the ground up - what might work for one culture is not usually going to work for another culture.  "What we found is that Spanish speakers when they're making a decision to hire an attorney, what they're looking for is does the firm have bilingual staff. Generally speaking, attorneys don't speak Spanish, and that's okay. All we need to do is just be honest with the consumer and say, this firm as the best bilingual staff you can talk to you regarding your and your auto accident injury." —  Hugo Gomez Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Episode References:All-In: https://www.allinpodcast.co/ About Hugo Gomez: Hugo E. Gomez is the founder of Abogados NOW, a national Spanish marketing agency that helps attorneys advertise to underrepresented communities. With a mission to forge greater awareness of Spanish-speaking communities, Hugo and his team create high-performing and cost-effective Spanish digital marketing campaigns to help attorneys grow their firms. Connect with Hugo Gomez:  Website: https://www.abogadosnow.com/Email: [email protected]: https://www.linkedin.com/in/bilingualmarketing/LinkedIn: https://www.linkedin.com/company/abogados-now/ 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 Brian Glass discuss:Focusing on the client experience.Partnering with family in your law firm.Highest and best use of lawyers’ time for law firm success.The power of coopetition and accountability. Key Takeaways:What gets in the way of lawyer business success is thinking the lawyer needs to be in the middle of everything in their practice.Identify and write down everything that is important to you - then reverse engineer your firm based on that criteria.Execute the good ideas and lessons learned from your peer groups. Having forced external accountability can help you to actually accomplish those goals.Give more power to your lieutenant - give them reins and responsibility, but also give them coaching and power to make decisions. You cannot do it all, especially if you are wanting to scale and grow. "If you have a good enough team, and you have a large enough vision, you can give them these projects to go and run with. I don't have to do it. I just have to have a big enough vision and create a fun enough and intellectually exciting enough place to work that attracts the kind of person that can go and execute on that for me." —  Brian GlassGet a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Episode References: Vivid Vision by Cameron Herold - https://www.amazon.com/Vivid-Vision-Remarkable-Aligning-Business/dp/161961877XMy First Million: https://www.mfmpod.com/ About Brian Glass: Brian Glass is a personal injury lawyer in Fairfax, Virginia. After a decade of practicing law across town from his dad, he joined Ben Glass Law in 2019 to run the auto accident section of the practice. Brian’s greatest hits as a lawyer include a $3.4M medical malpractice verdict (2019), the record-setting settlement of a minor’s wrongful death case in Virginia ($5.5M in 2020), and the largest auto accident verdict in the state in 2022. ($3.4M in compensatory damages and $1M in punitive damages). He is highly skilled at distilling complex problems into simple, understandable solutions. Brian runs Time Freedom for Lawyers, a podcast dedicated to teaching other lawyers and high-income professionals how to win back some of their time by running more efficient businesses, investing in real estate, and crafting the vision of their own perfect life. Brian’s perfect life includes coaching his three boys in soccer, baseball, and whatever other athletic endeavor they want to pursue; travelling the world with his wife of 13 years; and competing in endurance events. Brian is a finisher of the Umstead 100 Mile Endurance Race, the Laurel Highlands 71 Miler, and about two dozen other ultramarathons. Lately, parenting has cut short his training timeline and he focuses on Crossfit and Spartan races, with a 2023 goal of traveling to Sparta, Greece to compete in the Spartan Race World Championships.  Connect with Brian Glass:  Website: https://greatlegalmarketing.com/Website: https://benglasslaw.com/Show: https://www.timefreedompod.com/LinkedIn: https://www.linkedin.com/in/fairfaxpersonalinjury/Instagram: https://www.instagram.com/brianglassesq/Instagram: https://www.instagram.com/greatlegalmarketing/ 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 Jonathan Hawkins discuss:Having a destination in mind for your career and business. Shared vision for building a multi-attorney law firm. Having a written agreement in a partnership. The right way to build a partnership in a law firm.  Key Takeaways:When building a partnership, you want to have different skill sets for the best opportunities for success. Partnering with your best friend may not be the best idea - if the partnership falls apart, your friendship might follow. In a partnership, you cannot always win - it requires giving, communication, and compromise. There are many reasons why a partnership might fall apart - having an exit plan and written agreements can prevent a lot of disagreement and potential stress in the future.  "You can't forget, both of you and the firm have an obligation to the clients. That is the paramount in responsibility of everybody - to make sure the client's interests come first." —  Jonathan Hawkins Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-sellingThank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Episode References: How I Built This - https://www.npr.org/series/490248027/how-i-built-thisAbout Jonathan Hawkins: Jonathan Hawkins is a business lawyer for lawyers. He serves as Outside General Counsel to law firms and helps attorneys and law firm owners in starting law firms, law firm structuring, partnership agreements, lateral moves, breakups and dissolutions, and succession planning.  Connect with Jonathan Hawkins:  Website: https://www.yourlawfirmgc.com/Email: [email protected]: https://www.linkedin.com/in/jonathan-hawkins-135147/ 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 Ariana Tadler discuss:How your business card can play into your personal and professional brand. Top challenges for lawyers today. The pros and cons of multiple methods of communication. The 3 C’s of professionalism.  Key Takeaways:Have a business card with a QR code. It helps to communicate and connect with more people and keeps you memorable. Time management is one of the biggest challenges for lawyers today. In today’s world, the sense of attention people have is much shorter than before due to devices and constant notifications. But time management is critical for lawyers. It is not rude to write down notes from meetings about follow-up things or to-do items. You want to make sure to be able to follow through with anything that was talked about in the meeting. Early is on time. Being on time (early) to meetings is the easiest way to begin to show professionalism. Being late to meetings, especially without apology or reason, will chip away at your credibility.  "Your credibility is the utmost important factor in the relationship before the court and with your client." —  Ariana Tadler Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Episode References: Leadership and Self-Deception: Getting Out of the Box by the Arbinger Institute - https://www.amazon.com/Leadership-Self-Deception-Getting-Out-Box/dp/1576759776Getting Things Done: The Art of Stress-Free Productivity by David Allen - https://www.amazon.com/Getting-Things-Done-Stress-Free-Productivity/dp/0142000280 About Ariana Tadler: Ariana J. Tadler is the Founding Partner of Tadler Law LLP, a WBENC certified women-owned law firm that offers class action, complex and commercial B2B litigation, legal counseling, and e-Discovery services. A nationally recognized lawyer, entrepreneur, and keynote speaker, Ariana J. Tadler is tenacious and gracious. Described as the consummate professional, Ariana knows how to own a room - she opens doors and gains access - if she is unable to provide services directly, she connects people with skilled strategic partners. Connect with Ariana Tadler:  Website: https://www.tadlerlaw.com/Email: [email protected]: https://www.linkedin.com/in/arianatadler/LinkedIn: https://www.linkedin.com/company/tadler-law/Facebook: https://www.facebook.com/tadlerlaw/Instagram: https://instagram.com/arianatadlerInstagram: https://www.instagram.com/tadlerlaw/ 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 Alan Crone discuss:Gaining focus and clarity in what you find the most important. Transitioning clients to other lawyers in your firm, not just seeking you as the brand. Putting great systems in place within your firm. Delegating for success, not for frustration.  Key Takeaways:As long as you work hard, and work smart, you can do whatever you put your mind to. You must run your law firm like a business, because it is one. Invest money in your people and train, train, train. You can’t always hire for potential, sometimes you have to hire for skill. And hire someone who fits the culture, not just has the skills.  "Delegation is the most sincere act of humility - to be able to delegate something to someone else and say that I don’t have to do it in order for it to be successful. Now you’re going to be successful, and someone else is going to be successful. It’s an exponential win-win." —  Alan Crone Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Episode References: Sign up for the next BE THAT LAWYER: Marketing Mavericks - September 28th, 2023 - https://www.fretzin.com/blog/category/events/Ask Alan! The Podcast: https://cronelawfirmplc.com/resources/ask-alan/ About Alan Crone: Alan G. Crone is an Employment Law Attorney, CEO/Founder of The Crone Law Firm, Author of “The Law at Work: A Legal Playbook For Executives and Professionals” (Feb 2023), Ask Alan! Podcast Host and Speaker. Crone’s employment law firm team is committed to helping employees, executives, and entrepreneurs resolve workplace disputes, which may include issues between employers and employees, intellectual property disputes and/or other commercial issues. His new book reflects Crone’s approach when working with clients, which is, “I’d rather solve your problem than win your lawsuit.” https://cronelawfirmplc.com/ Connect with Alan Crone:  Website: https://cronelawfirmplc.com/Email: [email protected]: https://cronelawfirmplc.com/the-law-at-work/Ask Alan! The Podcast: https://cronelawfirmplc.com/resources/ask-alan/LinkedIn: https://www.linkedin.com/in/alancronememphislawyer/Facebook: https://www.facebook.com/alan.crone.7/Facebook: https://www.facebook.com/thecronelawfirm/  Instagram: https://www.instagram.com/alan_crone/YouTube: https://www.youtube.com/channel/UCS8rpvoDf5SN5z_DcF5Sb1Q 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 Kevin Daisey discuss:Crafting your product around your client, not the other way around.Getting unstuck from making the same mistakes. How a podcast can help your marketing, no matter what field you’re in. The secret about podcasting for lawyers.  Key Takeaways:Everything comes back to strategy. Results and growth over time always start with strategy. You need to be focused, have a plan, give your marketing strategies time, and have someone who is tracking the KPIs from it. Without the data, you don’t know how to handle it, both good and bad. You can make anything successful if you stick to it and do it properly. Hosting a podcast is less work than you think if you have a great team behind you. You become a talk show host of your own, get the marketing, and get great content to repurpose.  "It's repurposing! You and me are recording this now. We can take this and make an article out of it. We can take clips, we can do video versions, we can do audio clips - there's so many things you can do to disperse it, and we did this recording one time." —  Kevin DaiseyGet a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/Episode References: Sign up for the next BE THAT LAWYER: Marketing Mavericks - September 28th, 2023 - https://www.fretzin.com/blog/category/events/The Game with Alex Hormozi$100M Leads by Alex Hormozi About Kevin Daisey: Kevin Daisey is a digital marketer & entrepreneur. He is the founder & CMO of Array Digital, a law firm marketing agency, and the host of The Managing Partners Podcast.  Connect with Kevin Daisey:  Website: https://thisisarray.com/Show: https://thisisarray.com/managing-partners-podcast/LinkedIn: https://www.linkedin.com/in/kevindaisey/LinkedIn: https://www.linkedin.com/company/arraydigital/Facebook: https://www.facebook.com/kevinldaisey/Instagram: https://www.instagram.com/kevindaisey/ 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 Julie Migliacci discuss:How COVID shifted the landscape for speakers. Mistakes people make with virtual events. Content flow even beyond the event. Livestreaming your events to your social pages.  Key Takeaways:The #1 reason people attend a speaking event is to network. Not every event should be in person. Not every event should be virtual. Not every event should be hybrid. Understand what you want from your speaking engagement and look at how it works best for you and your audience. Every 30 minutes, do something different to avoid the audience hitting their burnout points. Choose the right technology for your event. There are different levels of platforms, such as Zoom, that will fit the needs of your audience and your event.  "Nobody wants to sit through an hour-long lecture anymore. Attendees want more, and they mostly want to connect with people. The number one reason people attend a hybrid or virtual event is to network. And it's also the number one thing that gets cut when you're in the planning process." —  Julie Migliacci Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Episode References: Sign up for the next BE THAT LAWYER: Marketing Mavericks - September 28th, 2023 - https://www.fretzin.com/blog/category/events/ProVisors: https://www.provisors.com/Never Lose a Customer Again by Joey Coleman About Julie Migliacci: Julie Migliacci has over 17 years of high-touch customer service and event planning under her belt. There isn’t an event type she hasn’t planned before, from large celebrity fundraisers, virtual conferences, and premier cooking shows. She is always up for a new challenge and creating unique experiences for clients and their guests. Hailing from France, Julie has lived in 4 countries and considers herself a global citizen. She currently resides in Boston, MA, and is always looking for an opportunity to jump on a plane to do something new. If left on a deserted island, Julie would bring her sourdough starter (named Steve) and her cats.  Connect with Julie Migliacci:  Website: https://revent.consulting/Email: [email protected]: https://www.linkedin.com/in/julie-migliacci-revent/LinkedIn: https://www.linkedin.com/company/revent-consulting-llc/Facebook: https://www.facebook.com/reventconsulting2020/Instagram: https://www.instagram.com/reventconsulting2020/ 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 Andrew Biren discuss:Learning how to focus and disconnect as needed.Putting your energy into the right things.Borrowing good ideas from others that fit within your firm.Key tips on relationship building. Key Takeaways:It is hard to connect if you are only talking about yourself. Let the other person have space in the conversation.Understand your selling point and stick to it.Check-in with your client. Make sure they, proactively, know that you are aware of them and their situation.You cannot communicate everything by email or over the phone, both in networking and in client relations. "I like to meet people. I like to hear their stories, whether it be a referral lawyer, a networking partner, or even a client. I like learning about different types of people. It's me getting to connect with somebody, and that's the number one thing for me with networking, forming relationships, and forming a bond." —  Andrew Biren Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/Moneypenny: https://www.moneypenny.com/us/ Episode References: Sign up for the next BE THAT LAWYER: Marketing Mavericks - September 28th, 2023 - https://www.fretzin.com/blog/category/events/The Ryen Russillo Podcast - https://www.theringer.com/ryen-russillo-podcast About Andrew Biren: Andrew “Drew” Biren knew that he was going to be a trial lawyer ever since he was five, when he attended his first jury trial and saw his father in action. From that point forward, he knew that his life’s work would be spent advocating for seriously injured men and women – just like his dad. Drew first started working at Biren Law Group as a file clerk at the tender age of 14. Since then, he has done almost every job imaginable. You name it and Drew has done it. The extensive experience Drew amassed at such an early age has proven to be invaluable, as he now works as a lawyer, fulfilling his dream of helping accident victims obtain justice. He received his bachelor's degree from the University of Colorado, his law degree at Southwestern Law School, and has since been admitted to the State Bar of California. Drew’s passions include his wife, Melissa, his two young daughters, his dogs, and sports.  Connect with Andrew Biren: Website: https://biren.com/Email: [email protected]: 310-922-4979LinkedIn: https://www.linkedin.com/in/andrew-biren-33584040/LinkedIn: https://www.linkedin.com/company/birenlawgroup/Facebook: https://www.facebook.com/BirenLawGroup/ 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 Brett Trembly discuss:Scheduling time off, not dropping agreements with yourself. The need to delegate to grow your firm. Tracking ALL of your time (not just the billable time). Getting over the mental minutia and the fear of hiring.  Key Takeaways:You are losing money every time you do a $10 job that you can pay someone else for when you charge way more than that per hour. Hiring a good executive assistant will free up enough time for you to double your output and double your income. Your first hire should be someone to delegate to so you can protect your time as a law firm owner and allow you to focus on what only you can do (and what you love to do). When you hire, you can use those employees to help build your training material and process and procedure manuals. But you need the hands-on deck before you can build those SOPs. "You absolutely need to protect your time as the law firm owner more than anything else." —  Brett Trembly Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/Moneypenny: https://www.moneypenny.com/us/ Episode References: Sign up for the next BE THAT LAWYER: Marketing Mavericks - September 28th, 2023 - https://www.fretzin.com/blog/category/events/How I Built This with Guy Raz - https://wondery.com/shows/how-i-built-this/ About Brett Trembly: Lawyer / Entrepreneur / Author / Delegation Expert 4 time Inc. 5000 Honoree (#67 in 2022 & 2 companies on the ranking) Published Author: The Danger Zones Adjunct professor Miami Law 40 employee team Trembly Law (12 attorneys) 150+ employee team Get Staffed Up Connect with Brett Trembly:  Website: https://getstaffedup.com/fretzin  Book: http://24monthstofreedom.com/LinkedIn: https://www.linkedin.com/in/bretttrembly/LinkedIn: https://www.linkedin.com/company/getstaffedup/Twitter: https://twitter.com/btremblyTwitter: https://twitter.com/Getstaffedup1Facebook: https://www.facebook.com/groups/l3community/Instagram: https://www.instagram.com/getstaffedup/ 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 Heidi Brown discuss:Overcoming stress, fear, and anxiety. Introversion, shyness, and social anxiety…and how they are not the same. Learning to speak for what you need for processing and energy replenishment. Flourishing in your character strengths.  Key Takeaways:Introverts process internally, extroverts process externally. Neither is better, neither is more engaged, neither is a better student or employee, they just think differently. Authentically embrace who you are. You do not need to pretend to be someone else or a different personality type in order to do your job effectively and brilliantly. If you have anxiety around performances, you may be overpreparing. Consider tweaking your preparation process to figure out what works for you without getting in your own way. Find the things that energize and revitalize you and focus on those as much as you can.  "What it means to flourish as a human being, or as a lawyer, is to set up systems that help you function well, even when you hit stress and anxiety. It's not pretending stress, anxiety, and fear don't exist, but instead knowing that our jobs are hard and our lives are hard we're going to encounter them." —  Heidi Brown Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: VIA Character Strengths Survey - https://www.viacharacter.org/Flow by Mihaly Csikszentmihalyi - https://www.amazon.com/Flow-Psychology-Experience-Perennial-Classics/dp/0061339202 About Heidi Brown: Professor Heidi K. Brown is a graduate of The University of Virginia School of Law, Associate Dean for Upper-Level Writing at New York Law School, and a former litigator in the construction industry. Heidi is the author of three books about well-being for law students and lawyers, including The Introverted Lawyer, Untangling Fear in Lawyering, and The Flourishing Lawyer: A Multi-Dimensional Approach to Performance and Well-Being. In 2021, Heidi earned a master’s degree in Applied Positive Psychology from the University of Pennsylvania. She is the 2023 Recipient of the Award for Outstanding Contributions to Well-Being in Legal Education from the Association of American Law Schools’ (AALS) Section on Balance and Well-Being in Legal Education. Building on a foundation of thirty years of experience in legal practice and academia, Heidi champions the importance of openly discussing stressors, anxieties, and fears in lawyering, and helping quiet and anxious law students and lawyers tap into individual strengths to become profoundly effective advocates—in their authentic voices. Heidi resides in New York City. She loves writing books, traveling solo internationally, taking boxing lessons, and jumping up-and-down at U2 concerts around the world. Heidi’s website is TheFlourishingLawyer.org.  Connect with Heidi Brown:  Website: https://www.theflourishinglawyer.org/Email: [email protected]: https://www.theintrovertedlawyer.com/LinkedIn: https://www.linkedin.com/in/theintrovertedlawyerbook/Twitter: https://twitter.com/introvertlawyerInstagram: https://www.instagram.com/introvertedlawyer/Instagram: https://www.instagram.com/theflourishinglawyer 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 Jodie Zerega discuss:Why many lawyers are unhappy with their current situations. How longevity can assist in your job search. The importance of having a book of business (and how it plays with the business of running a law firm). Continue learning, find your niche, become the expert.  Key Takeaways:While longevity at a firm is not as important as it used to be, law firms do still want to see that a lawyer gave the firm a chance and had a chance to be valuable within the firm. You need to have a portable book of business. It is important to know what your objectives are going to be at your new firm. Building a book of business takes consistent effort over time. Start early in your career (and if you didn’t, start today). Network both within and outside of your law firm. You never know where someone is going to be in five years.  "From a partner perspective, you have to have a portable book of business. Right now, I'm seeing a minimum of $750K. One thing that attorneys have a hard time understanding is salary - and they bring you over it as a lateral partner, they have a formulaic process that they use to calculate your salary, and it's usually a third, a third, a third." —  Jodie Zerega Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/Moneypenny: https://www.moneypenny.com/us/ Episode References: Traction by Gino Wickman About Jodie Zerega: Jodie Zerega is a highly experienced legal recruiter and founder of Zerega Consulting, a recruiting firm that specializes in placing attorneys in law firms, corporations, and non-profit organizations. With over 20 years of experience in legal recruiting, Jodie has worked with a diverse range of clients, including private start-ups to multi-national publicly traded companies. She is an expert in legal hiring trends, AI in attorney hiring, legal recruiter benefits, job search technology, social media and hiring, and in-house legal recruiting.Jodie's expertise in legal recruiting and her extensive experience make her an ideal guest for podcasts with audiences of attorneys, paralegals, law firm administrators, and managing partners. She can provide valuable insights and practical tips to help listeners navigate the complex legal hiring landscape and stay ahead of the curve in their job search. With the recent launch of the Attorney Jobs app, Jodie can also share a unique perspective on how technology is shaping the legal job market and offer advice on how attorneys can use technology to their advantage. Connect with Jodie Zerega:  Website: https://www.zeregaconsulting.com/Attorney Jobs App: https://www.zeregaconsulting.com/attorney-jobsEmail: [email protected]: 404-660-3414LinkedIn: https://www.linkedin.com/in/jodie-zerega-8265586/LinkedIn: https://www.linkedin.com/company/zerega-consulting-legal-recruiting/Instagram: https://www.instagram.com/zeregaconsulting/ 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 Joan Butler discuss:Looking at what is working and focusing on that. Why so many people are unsatisfied with their life. The Power Life Script. The paradigm shifts in our lives.  Key Takeaways:The more we focus on the things that are broken and are not working, the more things will continue to be dysfunctional. People need to take time to listen to what they truly love and what is inside, not what anyone else is saying to them. Enacting changes comes through making decisions. The content of our life is the curriculum of our evolution.  "Where our attention goes, energy flows. If we have an intention to have this kind of life, and we're over here, but our attention and is on the problem, where's the energy going to flow? It's going to flow more towards the problem." —  Joan Butler Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Overture: https://overture.law/Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: Goal-Free Living: How to Have the Life You Want NOW! By Stephen M. Shapiro - https://www.amazon.com/Goal-Free-Living-Have-Life-Want/dp/0471772801School of Greatness Podcast - https://lewishowes.com/sogpodcast/ About Joan Butler: Joan Butler is a coach and consultant who has supported mid-life individuals going through challenging times professionally and personally. She helps them bridge the gap from where they are to where they would love to be in their life. Her refreshing approach as a coach and consultant leverages humor to help others learn how to think and feel differently, breaking down barriers so that they can cultivate more confidence, new vision, happiness, and joy in their life. Connect with Joan Butler:  Website: https://relationshipcenterforchange.com/Email: [email protected]: 707-769-1215LinkedIn: https://www.linkedin.com/in/joan-menke-ma-17628812/Twitter: https://twitter.com/rcforchangeFacebook: https://www.facebook.com/JoanMenkeButlerInstagram: https://www.instagram.com/joanmenkebutler 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 Marcia Wasserman discuss:Challenges law firms are facing today that they’ve never had to before. Managing generational differences to the benefit of both parties. Where to start when everything seems to be going sideways. The benefit of a peer advisory group.  Key Takeaways:Managing expectations for both the law firm managers and the younger lawyers is key to making sure everything is being accomplished at the right profitability. Clients are also getting younger, not just new attorneys. Understanding how the younger generations think can be crucial for your law firm success. It doesn’t take a certain personality to be a leader - it takes listening skills, vulnerability, and transparency to your vision. If you delegate more, you will be more effective in what you are best at.  "It's getting the lawyers who manage the firms to understand that things have changed and they are not able to do it the way they've always done it." —  Marcia Wasserman Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Overture: https://overture.law/Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: Measure What Matters by John Doerr - https://www.amazon.com/Measure-What-Matters-Google-Foundation/dp/0525536221ProVisors - https://provisors.com/ About Marcia Wasserman: Marcia Watson Wasserman is the Founder and President of Comprehensive Management Solutions, Inc., which provides “C.O.O. to Go”™ law practice management consulting services to boutique and midsize law firms. Her expertise includes operational management reviews; management and leadership development and training; succession planning; strategic planning; retreat facilitation; law firm start-ups and mergers. Marcia serves as a coach, mentor, and accountability partner to Managing Partners, Attorneys, and Legal Administrators. Marcia also leads multiple law firm Managing Partners’ and Legal Administrators’ Roundtables, focused on thought leadership and sharing best practices. She is a Fellow in the College of Law Practice Management and the author of 2 books published by the ABA.  Connect with Marcia Wasserman:  Website: https://www.comprehensivemgmt.com/Email: [email protected]: https://www.linkedin.com/in/marciawwasserman/ 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 Darren Wurz discuss:Learning skills outside of just the law. Niche down to stand out in the crowd. Top struggles lawyers have around money. Making the changes that will make the biggest difference in the future.  Key Takeaways:Awareness of your money is the first step. You have to know where it is going in order to understand what is happening.In a law firm, money is often fluctuating. Understanding your cash flow is key to understanding your overall financial situation. You have to know where you are going with an inspiring vision in order to know how much you need to save to get there. Few people are inspired by saving money. You want to make your financial plans somewhat realistic. If you’re in a situation that is completely unsustainable (maybe due to lifestyle creep) you may have to make dramatic changes to get back to your goals.  "It's tough to build a business. It is tough to launch out on your own. But the cool thing about it is if you put in the hard work and determination, if you learn the skills you need to learn, you can build the business that you want." —  Darren Wurz Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Overture: https://overture.law/Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ About Darren Wurz: Darren Wurz is a respected authority on retirement planning for law firm owners, as well as a published author and dynamic public speaker. As an experienced financial planner, Darren specializes in helping law firm owners more effectively manage their personal finances and investments, and plan for retirement and succession. He is the author of *[The Lawyer Millionaire: The Complete Guide for Attorneys on Maximizing Wealth, Minimizing Taxes, and Retiring with Confidence](https://www.americanbar.org/products/inv/book/423608863/)*, published by the American Bar Association. He is also the host of The Lawyer Millionaire Podcast. Darren has been featured on radio, television, podcasts, and as a guest speaker at bar associations, law firms, and legal organizations across the country. After a brief career in education, Darren joined his dad and brother as a fee-only financial advisor and co-owner of Wurz Financial Services. As a small business owner himself, he understands the challenges law firm owners face. Over the past 8 years, Darren has developed an expertise in helping law firm owners master their money and achieve financial independence through his unique financial planning process for law firm owners—The Lawyer Millionaire™ Method. Darren holds a CERTIFIED FINANCIAL PLANNER™ designation and earned his master’s degree in financial planning from Golden Gate University. Darren is a member of the American Bar Association and the Financial Planning Association. He currently works and resides in the Toledo, OH, area but works remotely with clients in all 50 states. To learn more about Darren and his work, please visit TheLawyerMillionaire.com or connect with him on LinkedIn. Connect with Darren Wurz:  Website: https://wurzfinancialservices.com/Book: https://wurzfinancialservices.com/the-lawyer-millionaire-the-book/Podcast: https://wurzfinancialservices.com/category/podcasts/LinkedIn: https://www.linkedin.com/in/darren-p-wurz/Twitter: https://twitter.com/wurzfinancialFacebook: https://www.facebook.com/thelawyermillionaireInstagram: https://www.instagram.com/thelawyermillionaire/ 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 Whitney Harper discuss:Why so many law firms still use the billable hour. Deliverables-based billing. Getting clear about what your deliverables are. Building the playbooks to increase your profitability.  Key Takeaways:Most tech for lawyers are based on hourly billing, which makes it difficult for those wishing to switch without creating new software. Hourly billing can make you adversarial to your clients, and adversarial to yourself and your mental health. Understanding what you are looking for (more money, more time, etc.) then you can look at more ways to make yourself efficient in delivering those products. If you have agreed on the price at the front end, you are less likely to have a collection issue.  "When you bill by the hour, there's a kind of an upper limit on what you can reasonably say an hourly rate is. There's also an aspect of it, that's a mental health issue - as a lawyer, if I only can win by burning more of the midnight oil, there's a level of exhaustion, and you feel like you're playing the game that you can't win." —  Whitney Harper Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Overture: https://overture.law/Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: The Taboo Surrounding Sales in Legal - https://www.fretzin.com/eventsThe Go-Giver by Bob Burg - https://thegogiver.com/ About Whitney Harper: Whitney Harper is a seasoned practicing lawyer, and the co-founder of ADVOS Pro, a business that helps law firms break up with the billable hour method and begin measuring what matters - value, expertise, and results. Her practice, ADVOS legal, has leveraged the ADVOS Pro P3 Method and [A]OS platform for nearly a decade, building a successful, healthy, and highly profitable practice that delivers sophisticated, strategic legal counsel to clients who are raving fans. Connect with Whitney Harper:  Website: https://www.advospro.com/Email: [email protected]: https://www.linkedin.com/in/whitneycharper/LinkedIn: https://www.linkedin.com/company/advos-pro/Facebook: https://www.facebook.com/ADVOSProInstagram: https://www.instagram.com/whit_onthewater/Instagram: https://www.instagram.com/advospro/ 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 Jason Ciment discuss:Building and maintaining relationships. Going solo versus having a partnership. Outsourcing components of your business that were previously not possible to outsource. Top tips to ensure a successful partnership.  Key Takeaways:You never know what relationships are going to lead to your next game-changing relationship. Marketing is great, but business development will lead to your best referrals and customers. Manage your expectations in the partnership. Both sides will have expectations, both sides will be negotiating and need to give in a little bit. But make sure to have your agreements and expectations understood before going into business together. If you have the right relationships with your vendors and referral sources, they can assist as you are going out on your own or with your partner.  "You have to have a vision for what you’re trying to build together." —  Jason Ciment Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Overture: https://overture.law/Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: Howard Stern: https://www.siriusxm.com/talk/howard-stern Connect with Jason Ciment:  Website: GetVisible.com & JasonCiment.comLinkedIn: linkedin.com/company/get-visible & linkedin.com/in/jasoncimentTwitter: twitter.com/GetVisibleMktg & twitter.com/jasoncimentFacebook: facebook.com/GetVisibleMarketingBook: I Need More Clients: Digital Marketing Strategies That Grow Your Business: amazon.com/Need-More-Clients-Marketing-Strategies/dp/1537108352 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. 

- What does it mean to Live Big? - How does creating connect to living big — and what is creativity all about (that most people do not understand or appreciate, or feel intimidated about)? - How we can all be powerful creators of the lives we want to live.  In this episode, Steve Fretzin and Rochelle Seltzer discuss:Why lawyers need creativity. What does it mean to Live Big?How creativity connects to living big.Setting boundaries with kindness.  Key Takeaways:We all are filled with creativity - but most of it goes untapped and underutilized. When you've tapped into your creativity, you’re excited about trying new things, making bolder moves, and excited about expressing yourself. Try something that you’ve never done before. Do something to inspire you. You need to understand what it is that you want. What is your personal why? What would you do if you were bolder? "When you're in that state of being lit up and feeling inspired, the people around you feel that energy. It will impact everybody - it will impact colleagues, it will impact the people that support you in your role, it will impact your clients. It just elevates everything." —  Rochelle Seltzer Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Overture: https://overture.law/Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: Under the Influence Podcast - https://terryoreilly.ca/undertheinfluence/Unlocking Us with Brené Brown - https://brenebrown.com/podcast-show/unlocking-us/ About Rochelle Seltzer: Rochelle Seltzer is a Creative Core Coach, a dynamic speaker, and the author of the highly acclaimed book, Live Big: A Manifesto for a Creative Life. Her mission is to unleash the untapped creative capacity inside all of us, so we can bring all of our greatness into the world. Rochelle coaches accomplished women, helping them to get clear about the lives they want and create with intention, so they can live their biggest, most fulfilling lives. Connect with Rochelle Seltzer:  Website: https://www.rochelleseltzer.com/Book: https://thelivebigbook.com/LinkedIn: https://www.linkedin.com/company/rochelleseltzercreativecorecoach/LinkedIn: https://www.linkedin.com/in/rochelle-seltzer-coach/Facebook: https://www.facebook.com/rochelle.seltzer/Facebook: https://www.facebook.com/CoachRochelleSeltzerInstagram: 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  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 Kerri Coby White discuss:How KerriJames was created and how they assist law firm growth.The compounding power of data.The harsh realities attorneys should accept and address.The four fundamentals for law firm growth. Key Takeaways:If you have the right systems in place, your systems will put out the right outputs, and you can focus your time and energy on the relationships.Every bit of data you collect can be transformative if you apply the right context to it and analyze it.You need to know your marketing numbers. You need to know the ROI of each employee. You need to know your numbers.Build your systems - once they are built and integrated they can address the harsh realities, create the change, and push your law firm growth to greater heights. "When we got serious with our marketing clients about building systems, we got this incredible, unexpected gift. And that was the data - the data that spilled out and provided such unbelievable insight." —  Kerri Coby White Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Overture: https://overture.law/Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: Michael Hyatt Freedom Compass - https://freetofocus.com/Atomic Habits by James Clear - https://jamesclear.com/atomic-habitsSmall Law Firm KPIs: How to Measure Your Way to Greater Profits by Mary Juetten https://www.amazon.com/Small-Firm-Measure-Greater-Profits/dp/0314876014Hidden Brain Podcast - https://www.npr.org/series/423302056/hidden-brain About Kerri Coby White: Kerri Coby White has been serving the legal industry in growth and business development for more than a decade, merging her consulting firm with that of James Brooks and forming KerriJames, LLC in 2019. As CEO of KerriJames, Kerri speaks on the value of data and technology in achieving next-level growth. It is her personal belief that strategy-driven systems can provide firms with the intelligence that enables them to compete amidst a host of challenges and do the important work of seeking justice, supporting clients, and growing organizations that serve their communities.  Connect with Kerri Coby White:  Website: https://www.kerrijames.co/The Law Firm Growth Machine Book: https://www.kerrijames.co/book/LinkedIn: https://www.linkedin.com/in/kerricobywhite/LinkedIn: https://www.linkedin.com/company/kerrijamesllc/Twitter: https://twitter.com/kerricobywhiteFacebook: https://www.facebook.com/kerricobywhiteFacebook: https://www.facebook.com/KerriJamesConsultingInstagram: https://www.instagram.com/kerricobywhite/ 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 Ben Paul discuss:Importance of just being active in your business development. Taking action and executing on your conversations. The three steps to building your business development successfully. Top tips to improve your business development and the questions to ask to get referrals.  Key Takeaways:Being active in business development will get you far. Having the right activity will get you further. You can’t solve things at the moment - they need to sit and process with the other person. Have the discipline to do the small actions that will build habits and carry your business development forward. When you understand your reason and have the motivation to do your business development, be curious and listen well and you will go far.  "There is no perfection, but inaction is imperfection. Action is moving on to perfection in terms of developing client relationships." —  Ben Paul Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Overture: https://overture.law/Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: STOP! Hammer Time - The West Ham Podcast - http://playbackmedia.co.uk/wp-content/uploads/2018/09/westham.htmlThis Legal Life: NOT Another Legal Podcast - https://bol.nexl.cloud/tag/listen/ About Ben Paul: Ben Paul is CEO of The BD Ladder, a BD and marketing consultancy specializing in providing practical advice to lawyers and legal firms. He has over 20 years of experience in business development and marketing advice. Ben has worked in senior BD roles in several professional services and law firms. Prior to establishing The BD Ladder, he was the BD & Marketing Director at one of NZ’s leading law firms and oversaw their successful rebranding to Dentons Kensington Swan. Ben provides regular BD coaching and skills sessions to his clients which help them to grow their practices. One of his key strengths is that he brings active change to the way things are done, so that his clients can achieve the results that they aspire  Connect with Ben Paul:  Website: https://bdladder.com/Email: [email protected]: https://www.linkedin.com/in/benpaulbdm/LinkedIn: https://www.linkedin.com/company/bdladder/Twitter: https://twitter.com/BenPaul_NZTwitter: https://twitter.com/BdLadderFacebook: https://www.facebook.com/BDLadderInstagram: https://www.instagram.com/bd_ladder/ 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 Alexandra Watkins discuss:The profession of naming. Brand, personal, and business naming. Identifying what makes you unique and your brand personality. Creating a consistent message across your brand, social media, and all aspects of your business.  Key Takeaways:People fall in love with brands, but it doesn’t happen overnight. The name is the soul of your brand. If you name it correctly, you can attract the business you want to work with off of the name alone. Brainstorm by using all of your online resources. Using colors on a whiteboard is outdated and one of the worst ways to brainstorm. Review your client testimonials - understand what words they are using to describe what you are helping them with, even if it isn’t the language you would have used.  "Use your moniker, use your name everywhere that you can. It's going to help people remember you." —  Alexandra Watkins Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Overture: https://overture.law/Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: Beyond Curious - https://podcasts.bcast.fm/beyond-curious About Alexandra Watkins: Alexandra Watkins is a brand name expert and author of the Inc. Top 10 Marketing Book, “Hello, My Name is Awesome: How to Create Brand Names That Stick." She is the founder of Eat My Words, a naming firm that specializes in creating names that make people smile instead of scratch their heads. If you have ever enjoyed a Wendy's Baconator, you have literally eaten her words.  Connect with Alexandra Watkins:  Website: https://eatmywords.com/Email: [email protected]: https://eatmywords.com/brand-names-book/LinkedIn: https://www.linkedin.com/in/alexandrawatkins/LinkedIn: https://www.linkedin.com/company/eat-my-words/Twitter: https://twitter.com/eatmywordsFacebook: https://www.facebook.com/EatMyWordsNamesInstagram: https://www.instagram.com/sandiegobitchinbackyard/ 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 Bob Green discuss:Bob’s experience in stopping a murder trial and how it lead to his current professional role. Making progress by solving at least one problem each month. Who are you when you’re not famous? Connecting with peer networking groups for personal and professional growth.  Key Takeaways:Be willing to do things you have never done before. If you don’t, you’ll never achieve something you’ve never achieved. As a leader, you want to help everyone to bring their superpowers to the table because that is where your company will shine. You should understand what you want from this life, not just to be famous and well-known. What is it that you want to do and how you want to serve? It isn’t just about the grind. There is a way to build your business where you can have both the money and the freedom. Working with peers who have done it already can assist you in seeing what you are missing on your own.  "Let's help people rise up! Let's develop the processes that you learned along the way so somebody else can learn it with you and it may take him even less time because you've made some of the mistakes that you can help people avoid." —  Bob Green Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Overture: https://overture.law/Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: Theory of Constraints by Eliyahu Goldratt: https://www.amazon.com/Theory-Constraints-Eliyahu-M-Goldratt/dp/0884271668 About Bob Green: I help business owners grow companies from $1 million to $25 million in value without giving away their lives in the process. I work with owners and organize them with like-motivated owners in strategic board meetings to build great companies together. We focus on every aspect of the company, one priority at a time.  Connect with Bob Green:  Website: https://www.thealternativeboard.com/north-shoreEmail: [email protected]: https://www.linkedin.com/in/bobgreenteams/ 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 Ross discuss:Differentiating yourself in your marketing.Client engagement and communication.Networking outside of other lawyers and reciprocating referrals.Hiring a marketer to do what you were doing to build your brand and business. Key Takeaways:If you’re doing the exact same thing as everyone else, you will not be noticed.Being broke will force ingenuity. You don’t need a lot of money to get out there, get noticed by your client, and bring in those you can and want to serve.Look for ways you and your networking partners can both benefit, even if it isn’t additional clients.There are creative ways you can do marketing where you don’t have to spend anything (and may make money from it!) if you look for what works for your firm and not just try and do what others are doing. "I can't go out and meet every potential client. But if I go out and meet a CPA, then I can effectively meet all of their clients. And if we have the same clients, then I'm accomplishing that goal. I can identify who else my clients were dealing with, and then go out there and meet those people, impress them, and often look for ways that I could also benefit them." —  John Ross Thank you to our Sponsors!Overture: https://overture.law/Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: Huberman Lab: https://hubermanlab.com/ About John Ross: Raised in South Texas, John Ross graduated from San Marcos High School. He followed that with four years as a United States Marine, serving as an infantry squad leader with First Battalion Seventh Marines. Immediately after, John attended Texas State University and completed a Bachelors in Business Administration with a major in Accounting. From undergraduate, John went to Texas Tech Law School where he again graduated with honors.Since graduating from law school, John has had a distinguished legal career handling sophisticated matters for a wide range of clients. The below list is just some of the ways he has assisted the people of Texas and Arkansas:Designed estate planning and asset protection devices for high net-worth clients, including family limited partnerships, tax planned wills, and various trust agreements.Successfully handled multi-million dollar contested probate matters while maintaining cordial relations among the family members.Assisted countless families by helping them protect their life savings from nursing home costs.Developed plans for disabled individuals, including special needs trusts, to maximize their quality of life and preserve needs resources. Connect with John Ross:  Website: https://www.rossandshoalmire.com/Email: [email protected]: https://www.bigpictureretirement.com/YouTube: https://www.youtube.com/channel/UCC_YDQU8heNAAwC1lDnQYYg/featuredLinkedIn: https://www.linkedin.com/company/ross-&-shoalmire-llp/Twitter: https://twitter.com/txkelderlawFacebook: https://www.facebook.com/rossandshoalmire/ 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 Arya Firoozmand discuss:Referrals as a benefit to your clients.Challenges lawyers have when they don’t manage their client databases and relationships.Check-ins with no motive to develop trust.Staying in front of legal tech.Ethical fee sharing between lawyers and how Overture can help you do that. Key Takeaways:You may get referrals from clients for things you don’t do because they trust you. That can always be referred to another lawyer. It also helps keep you top of mind and are occupying space in their lives.Only good things will happen when you build a strong lawyer network and can help your clients in other ways.If you are top of mind and staying active with your clients, you will be the first they think of when they have a problem.Be open to embracing new technology or you will be left behind. Not all tech will be right for your firm, but you should be open to embracing those that would help your firm and be willing to have the conversations and try the demos. "At the end of the day, they're coming to you because they trust you in that relationship. Why shouldn't we not only capitalize on finding that client a great home, but monetizing it as well?" —  Arya Firoozmand Thank you to our Sponsors!Overture: https://overture.law/Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: ProVisors: https://www.provisors.com/The Lawyer Stories Podcast: https://thelawyerstories.com/podcast/ About Arya Firoozmand: Arya Firoozmand is the CEO and co-founder of Overture Law, the first attorney-to-attorney platform designed for members to refer matters and ethically share in fees.  Connect with Arya Firoozmand:  Website: https://overture.law/Email: [email protected]: https://www.linkedin.com/in/aryafiroozmand/Company LinkedIn: https://www.linkedin.com/company/overturelaw/Instagram: https://www.instagram.com/overture_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 Rachel Steininger discuss:The cost of learning how to run a business on your own. What it takes to scale your law firm and how it differs from your early days of practicing law.The secrets to working on your business. Avoiding the Curse of the Competent.  Key Takeaways:Personalize the strategies that you have based on where you want to be and who you want to represent. What works for someone else may not work for you. Do the thing that maximizes your value in any given hour. Taking time to do business development will maximize your value long term, not just today. Start utilizing the tools that are out there and embrace that technology…but make sure it is the right tool for your law firm and get the right training on it. It is about doing more than just the tasky stuff. While checking off a to-do list can feel like you’re accomplishing things, it is not necessarily moving the needle forward in your business and creating a business that works for you.  "We need the business to be the foundation and then we need to approach the systems and the people in the same way because one thing about a law firm is it’s a people-reliant business. We don't need more locations. We don't need more machinery or equipment. We need more people - because people are the real value driver. When you have good people in a law firm, you're going to have a successful law firm." —  Rachel Steininger Thank you to our Sponsors!Overture: https://overture.law/Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: ProVisors - https://www.provisors.com/The Email Marketing Show - https://www.emailmarketingheroes.com/podcast/ About Rachel Steininger: Rachel Steininger is the founder of Upward Acceleration, a business consulting and coaching firm focused on getting small and solo law firm owners out of the day-to-day grind so they can own and grow their business without it owning them. She helps put these law firms in the best position to grow successfully and sustainably as they build trusted relationships, create accountability systems and a high trust/high talent team without the micromanagement, and optimize their business processes for profitable long-term growth. Connect with Rachel Steininger:  Website: https://upwardacceleration.com/YouTube: https://www.youtube.com/channel/UCOIqNYahtZNB7u5Vyi-HmpgLinkedIn: https://www.linkedin.com/in/rachelsteininger/Facebook: https://www.facebook.com/rachel.steininger.7/Facebook: https://www.facebook.com/therachelsteiningerInstagram: https://www.instagram.com/rachelsteininger/ 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 Merry Neitlich discuss:The evolution of branding over the last 20 years. Finding your brand essence statement and recognizing how you stand out from others in your space. Keeping your branding consistent throughout your entire online presence. The difference between brand, marketing, and business development (and how they all interact).  Key Takeaways:Keep your website current (no more than 3 years old) so it is relevant and Google will see it. Have your tagline - make it relevant and tell clients how you are different. You first want to find out what your differentiator is, then build your brand. You need to look introspectively to understand what it is that you stand for and your unique selling point. There should be an overlap between your personal brand and your firm’s brand. If they are not related, it can cause a disconnect for your clients. Consistency is the key. You need to hold yourself accountable to your brand, marketing, and business development efforts for them to be effective and work for you.  "A brand is not just an ad. A brand is not just a tagline on your website. A brand is how you operate and everything that you do." —  Merry Neitlich Thank you to our Sponsors!Overture: https://overture.law/Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: Branding Is the Strategic Backbone of Law Firm Marketing - https://www.jdsupra.com/legalnews/branding-is-the-strategic-backbone-of-84058/ The Tipping Point by Malcolm Gladwell - https://www.amazon.com/Tipping-Point-Little-Things-Difference/dp/0316346624 About Merry Neitlich: For over 25 years, Merry Neitlich has been a successful business development and branding consultant to attorneys and law firms. She works with both firms and individual attorneys to drive revenue by turning branding into a strategic asset. Merry has been inducted into both the Legal Marketing Hall of Fame and the College of Law Practice Management.  Connect with Merry Neitlich:  Website: https://emconsults.org/  Email: [email protected]: 949-260-0936LinkedIn: https://www.linkedin.com/in/merryneitlich/LinkedIn: https://www.linkedin.com/company/extreme-marketing/ 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 Lindsay Ellis discuss:Understanding your core values and honoring them in every aspect of what you do. Noticing your values by noticing what is important to you in your day to day. Creating boundaries when you know what you value. Digging deep within yourself to find the calm in the storm.  Key Takeaways:You are allowed to make up a definition for the value that is yours. As long as you know what it is, that is what is important. There are no bad values. If it is important to you, it is a worthy value. It is only bad if it is unauthentic to you. When you know what you value, decisions come easier. There are things under your control and things not under your control. When you realize that, you can release the stress and emotion because there is nothing you can do about those things not under your control.  "Find a way to give yourself a little bit of time each day. Balance isn't about making everything even, balance is about depositing regularly into each bucket." —  Lindsay Ellis Thank you to our Sponsors!Overture: https://overture.law/Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: Own Your SASS free pdf: www.OwnYourSASS.comThe Parenting Podcast: https://www.theparentingpodcast.com/podcast About Lindsay Ellis: Lindsay Ellis is a transformation specialist and the founder of Live Empowered. With certifications, degrees, and expertise in Leadership Development, Health & Fitness, Positive Psychology, and Personal Development, Lindsay has developed a system that helps working parents take control of their lives. In the first year of following her own advice, she went from feeling drained, overworked, and guilty to taking two vacations, forming a healthy co-parenting relationship with her ex, meeting her now husband, rediscovering hobbies, reconnecting with friends outside of work, growing her business 2x the national average, saving six figures, and did it all with a six-pack. Lindsay knows it is possible to have it all. She is passionate about helping parents live their best life in a way that resonates with them and be the example they want to set for their children and generations to come.  Connect with Lindsay Ellis:  Website: https://www.thelindsayellis.com/  LinkedIn: https://www.linkedin.com/in/lindsay-ellis-7100b513/Facebook: https://www.facebook.com/Lindsay.Thrush.Ellis.108 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 Charlène Gisèle discuss:Taking the time to be, not just to do.Drivers for burnout in lawyers. The two voices in our head…and our choice on which we listen to. The 6 tell-tale signs of burnout. Understanding stress versus stressors.  Key Takeaways:There is little room for anxiety when you are in the moment because you are fully present in the here and now. Burnout affects more than just your career. It affects your mood, your personal relationships, your career, and every other aspect of your life. When you learn your stressors and how to manage the resulting stress, you can change your life.There is no shame in struggling. The reason you are feeling the way you are feeling is because you are amazing! Because you do what you do at such a high level, that is why you are burning yourself out. Surround yourself with your peers with whom you can have candid conversations.  "The best way to tell your body that the stressor has gone and you can let go of the stress is to speak body language to the body. The body only knows body language." —  Charlène Gisèle Thank you to our Sponsors!Overture: https://overture.law/Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: Be That Lawyer Episode 298 - Margaret Enloe: Moving You ForwardHuberman Lab Podcast - https://hubermanlab.com/welcome-to-the-huberman-lab-podcast/ About Charlène Gisèle: Charlène Gisèle is a former Big Law litigator and legal tech manager who transformed her career to become a High Performance Coach. Charlène Gisèle is a certified Master Neuro-linguistic programming (NLP), Business, Health and Breathwork Coach. She is the founder of coaching consultancy Charlène Gisèle® and her unique 'Sustainable High Performance' coaching method. As a prior London Litigator, Charlène understands the pain points and stressors successful professionals can face. Charlène now works with industry-leading organisations and professionals with the mission to maximise their performance sustainably. Charlène is also an Award-winning Keynote speaker and thought leader on the subject of Burnout Prevention, Recovery, and Sustainable Success. Charlène's unique Sustainable High Performance coaching method has been featured in The Financial Times, The Times, The Guardian, and BBC Radio.  Connect with Charlène Gisèle:  Website: https://charlenegisele.com/LinkedIn: https://www.linkedin.com/in/charl%C3%A8ne-gis%C3%A8le-bourliout/Instagram: https://instagram.com/charlenegiseleReach out to Charlène Gisèle and mention Steve to get a free breathwork e-book! 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 Ben Grimes discuss:What it means to be a good leader (and how to get better if you aren’t currently one).Why leadership is difficult for lawyers.4 pillars you should look for in a leader.Preparing yourself to lead people and what inspires people in a leader. Key Takeaways:Like with sales, leadership is not taught in law school, but it is something you can learn.When you can demonstrate authenticity at work, you open up the door to allow others to bring their authentic selves to their career.Leadership is more than just leading an organization. Leadership appears at all levels of your law firm and life. You don’t need a title to be a leader. You don’t need to be a manager to be a leader.Your values need to be reflected in the actions of the law firm. "Not only are we promoted in positions of leadership because of our substantive skills, we're also trained away from critical capacities for leadership. And what I mean by that is, we're trained to do things ourselves. And so we're training ourselves not to be good leaders, because of the way we practice law." —  Ben Grimes Thank you to our Sponsors!Overture: https://overture.law/Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: Pat Conroy - https://patconroy.com/books/Some of My Best Friends Are…Podcast - https://www.pushkin.fm/podcasts/some-of-my-best-friends-areRevisionist History Podcast - https://www.pushkin.fm/podcasts/revisionist-history About Ben Grimes: With a passion for developing collaborative legal teams, inclusive law firm cultures, and skilled, confident legal leaders, Ben Grimes brings decades of experience as a practitioner and leader to his coaching, consulting, and development clients. From his roots as a biracial kid in central Pennsylvania, thru success (and challenge) at West Point, to his professional successes, Ben knows that leadership can be learned and is best delivered authentically. He's been a helicopter pilot, author, walk-on Division I athlete, 2x Ironman triathlete, professor of criminal law, prosecutor and defense attorney, and an ethics nerd, but loves best helping others unlock their leadership potential and build amazing teams. Connect with Ben Grimes:  Website: https://www.bkgleadershipcoaching.com/Email: [email protected]: https://www.linkedin.com/in/benkgrimes/LinkedIn: https://www.linkedin.com/company/bkg-leadership-coaching/Facebook: https://www.facebook.com/bkgrimes 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 Brencans discuss:Getting backlinks to your website from other trusted websites.Taking advantage of the EAT - expertise, authority, trustworthiness.Scaling your local SEO efforts and tracking the traffic and leads.AI and legal marketing. Key Takeaways:It is hard to refer someone when there is no information. You need to understand and leverage information about yourself online.Fixing your website fundamentals will make a big difference to your online presence.Getting a lead does not mean it will automatically convert. There are steps that will need to be followed, and those steps should be systemized and understood.AI is changing how search results are generated for you at the moment. Bing is already using it, and Google is working on rolling it out. "With the EAT - expertise, authority, trustworthiness - you want to index a lot more information about you as an individual, you as a persona, as a brand." —  Chris Brencans Thank you to our Sponsors!Overture: https://overture.law/Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: Surfer SEO: https://surferseo.com/SEO Minion: https://seominion.com/Ahrefs: https://ahrefs.com/Lunch Hour Legal Marketing Podcast - https://legaltalknetwork.com/podcasts/lunch-hour-legal-marketing About Chris Brencans: Kristaps started as a project manager at On The Map Marketing in 2015 and now runs the day-to-day operations as the company’s chief executive officer. In the last few years, he has overseen thousands of successful SEO campaigns for lawyers, contractors, E-commerce stores, and other businesses. He’s also a proud parent of three divas and takes a keen interest in running and calisthenics.   Connect with Chris Brencans:  Website: https://www.onthemap.com/LinkedIn: https://www.linkedin.com/in/kbrencans/Facebook: https://www.facebook.com/OnTheMapMarketingTwitter: https://twitter.com/BrencansKYouTube: https://www.youtube.com/@onthemapmarketingTikTok: https://www.tiktok.com/@onthemapmarketingLaw Firms On The Map Podcast: https://www.youtube.com/playlist?list=PLW1k_9Xuyb2l6FSW1MzMOpMihX0f4FdCJ   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 Wendy Salajka discuss:The sages and saboteurs in our lives and how they affect what we do.How Positive Intelligence is relevant to running a law firm. Mental health in the legal industry. The 5 powers of the sage and building the human connection first. Key Takeaways:Our brains are not reliable. Sometimes they are for us, sometimes they are against us, and, in an effort to protect us, sometimes they hurt us in their attempts. Giving into the thoughts of your saboteurs is not helping you, even if they feel like they are what is driving you to success. Your saboteurs are never right. Your negative emotions are one-second indicators to course correct, not a space to live in and have drive you forward. There is good and bad in everything we do. Even if that good is microscopic, it can be enough to power us through anything.  "The more you accumulate the positive, the more you realize that this thing that I'm stuck in isn't going to last forever. But also, you build up a database in your brain so that when you are going through difficult times, you know you can get through it." —  Wendy Salajka Thank you to our Sponsors!Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: Uncorking a Story - “So, How do we Begin? With Steve Fretzin” https://uncorkingastory.com/steve-fretzin/The Mel Robbins Podcast - https://www.melrobbins.com/podcast About Wendy Salajka: My name is Wendy Salajka (suh/ /like/ /uh). I am a lifelong observer of people and a student of psychology and neuroscience both formally and informally. I have a BS in psychology and a master’s degree in Leadership Development specializing in Organizational Leadership. I have certifications in Positive Intelligence Quotient (PQ), Neuroscience of Change Neuropsychology, DBT (Dialectical Behavioral Therapy), ACT (Acceptance and Commitment Therapy), Life Coaching, Brain Health Coaching & Human Design.  Connect with Wendy Salajka:  Website: https://identifyandconquer.com/pq-home/Email: [email protected]: 331-202-8367LinkedIn: https://www.linkedin.com/in/wendysalajka/LinkedIn: https://www.linkedin.com/company/wendy-salajka/Facebook: https://www.facebook.com/wendy.salajkaFacebook: https://www.facebook.com/identifyandconquerInstagram: https://www.instagram.com/wendy_salajka_pilcher/ 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.