In this episode, Steve Fretzin and Larry Fretzin discuss:Growing up in the slums to running a successful solo law firm. How the field of law has evolved over the last few decades. Relationships and referrals. Knowing when you’re ready to retire.  Key Takeaways:If you can’t make a sale, make a friend. Getting referrals from other lawyers is a great way to get business. Build those relationships, network, give others work. There is plenty of work to go around. Relationships are a two way street. Stay connected, return calls, follow through on what you say you will do. Play to your strengths as you build relationships.  "The important thing is to make a lot of friends, work hard on the cases that you have, so that you can have good rapport with the court and be successful in your cases." —  Larry Fretzin Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Kory Kelly discuss:Talent as a capitalist market. What culture really means and what talented employees are truly looking for. Selling legal services online as the future of the law industry. Automation and productization of legal services within the next five years.  Key Takeaways:If you want to retain quality talent, you have to create a place that people want to stay. Ask what your team needs and give it to them to support them in their job. Everybody gets business through relationships. It is not unique to the legal industry. The future of legal services is going to be more hyper specific law firms that do one thing extremely well.  "Make your team a product that you obsess over." — Kory Kelly Connect with Kory Kelly:  Website: https://legalkarma.org/LinkedIn: https://www.linkedin.com/in/korykelly/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Jeremy Streten discuss:The business lifecycle of every business. Building relationships with your clients. Thinking about what is in it for the other person. Multiway wins with cross marketing.  Key Takeaways:It is cheaper to get work from existing clients than from new clients. Even if it is not your area, you can serve your clients by building networks of trusted professionals to whom you can refer your clients with confidence. Cross marketing, especially at a full-service firm, is a way to best serve your clients, your firm, and to best serve your origination. Be the person that others can talk about their business to.  "Look for those opportunities, and try out these different approaches. Different approaches will work with different clients; test it out, and you'll find you'll get a good return." —  Jeremy Streten Connect with Jeremy Streten:  Website: https://businesslegallifecycle.com/Show: https://businesslegallifecycle.com/podcast/LinkedIn: https://www.linkedin.com/in/jeremystreten/Twitter: https://twitter.com/jeremystretenBook: https://businesslegallifecycle.com/book/Go Here for a Special Offer for Be That Lawyer Listeners: https://businesslegallifecycle.com/bethatlawyer/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Eric Moch discuss:Becoming self-sufficient and creating your own future. Leadership as a learned skill. Culture is king. Serving in leadership to develop a lasting team.  Key Takeaways:Just because you have an aptitude and skill for your business does not mean you are going to be qualified to lead and mentor people. As the business owner, your employees will not care about your business as much as you do unless you give them a reason to. You have to provide good talent a supportive, safe, nurturing environment, because it means more than money. Recognize that, unless you have had specific management training, you are going to be bad at it at first. Leadership is a skill that must be learned from square one.  "Being autonomous is its own reward, and it’s worth far more than compensation. You can't be halfway autonomous. If you want to be autonomous, you have got to develop the ability and the interest to develop your own practice." —  Eric Moch Connect with Eric Moch:  Website: https://www.heplerbroom.com/Email: [email protected]: 312-205-7712LinkedIn: https://www.linkedin.com/in/eric-moch-insurance-fraud-lawyer/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Larry Stybel discuss:Determining if your career is a success. Enjoying what you do while you’re doing it. Redefining your title of yourself from within. Understanding what comes during Chapter Three. Key Takeaways:Everyone has a different definition of success and has a different level of what they are comfortable with in their own life. You need to do what you want to do, not what other people are expecting you to do. There are more titles that define you than just your career. The best time to be thinking about what you want to do in 15 years is to think about it now.  "The best time for a lawyer to be thinking about their chapter three is when the lawyer is in his or her 50s, and is established in a career and incredibly busy  because that gives you the time to position yourself." —  Larry Stybel Connect with Larry Stybel:  Website: https://stybelpeabody.com/LinkedIn: https://www.linkedin.com/in/lstybel/Twitter: https://twitter.com/lstybel Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Ryan Kimler discuss:The numbers side of your law firm practice. The KPIs firms should be looking into. Why you need to understand your firm’s numbers. Utilizing an expert to look at your numbers to set your firm up for success.  Key Takeaways:A lot of built in reports in financial software are for compliance, not for understanding what is happening with your firm’s numbers. Five of the simple numbers you should be tracking regularly: revenue, cost of goods sold, and operating expenses (marketing, payroll, other overhead). Getting a numbers assessment will give you a starting place to understand what your firm needs. You didn’t go to law school to understand the numbers of your firm, working with a financial expert can help you to understand where you are at and where you are going.  "The rule of thirds absolutely still holds true today, which is, when you hire an attorney 1/3 of the revenue that are going to generate goes to pay them, 1/3 to overhead, and 1/3 to profit." —  Ryan Kimler Connect with Ryan Kimler:  Website: https://netprofitcfo.com/Email: [email protected]: https://www.linkedin.com/in/ryankfinancialclarityllc/   Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Jaclyn Foster discuss:Changes in virtual law firm assistance. Understanding where hires need to be made. Keep it simple with roll clarity. Preventing bottlenecks in your law firm.  Key Takeaways:Hiring virtual gives you a broader hiring pool and gives more flexibility to your employees. You need to understand where time is being spent before you can understand where you may need to bring in additional help. As a lawyer, you should only be doing things the paralegals cannot do. Onboarding is a marathon, not a spring. But it is the best place to define and understand what a job roll contains. "It just keeps reminding us, especially in this world of technology and software and automation and all of these little intricacies that have changed the face of how we work, that people are still the foundational component to making our businesses succeed." —  Jaclyn Foster Connect with Jaclyn Foster:  Website: https://www.del-trust.com/LinkedIn: https://www.linkedin.com/in/jaclyn-foster-60b457196/Facebook: https://www.facebook.com/deltrustsolutions   Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Levin discuss:Always be chipping away as you are waiting with hope. Self-selecting our next opportunities. Developing relationships to develop business. Using your memory to your advantage in relationship building.  Key Takeaways:Every lawyer has the capacity to do business development, it just isn’t often on their radar as it isn’t something that was taught to them previously. Regardless of an attorney’s personality type, they have the ability to build relationships. Most people are going to be polite when you reach out, even if it’s been years. Social science says people love connection and nostalgia. The best CRM is the one that is used. It doesn’t need to be fancy, it just needs to be organized and used.  "We all have our own Bermuda Keep In Touch Triangles where you are trapped in your own head because you don't know what to do. The emotions around the triangle that are completely normal are guilt, fear, and worry." —  Jason Levin Connect with Jason Levin:  Website: https://readysetlaunch.net/Email: [email protected]: https://readysetlaunch.net/relationships-to-infinity/LinkedIn: https://www.linkedin.com/in/jasonlevincareercoach/Twitter: https://twitter.com/jasoncareersFacebook: https://www.facebook.com/readysetlaunchllc/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Barbara Kaplan discuss:Relationships as the key to success. Why lawyers may struggle with branding. Defining your own brand and narrative. Understanding how to define your brand and what you do.  Key Takeaways:Your why lives at the intersection of what you love, what you're great at, what you want to be known for, what sets you apart, and what your ideal client needs.Your brand will be tweaked as you go through your life, but it should always resonate with your clients. If you do not choose what you want to be known for, those you work with will define it for you and it may not be what you want. You want your clients to be your best referral source. If your brand is clear and clearly defines who you are and what you do, your brand can be your best friend. "Branding is about the future. It leverages the past, it reflects the present, and it carries you into the future." —  Barbara Kaplan Connect with Barbara Kaplan:  Website: https://www.bskstrategies.com/Email: [email protected]: https://www.linkedin.com/in/barbarakaplanprofile/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Molly McGrath discuss:The greatest employment tools you have as a business owner. Attracting players and keeping key employees. Reinventing the hiring process to catch the rockstar candidates. What lawyers want more than money and perks. Key Takeaways:It’s not just about the money. It is about the time, the attention, the resources, the communication, and the feedback with you and your employees. People are not job hunting. They are digging into coaching and self-discovery. You have to outsource hiring because you have to sell your firm, yourself, and your company.Investing in your people, invest in yourself, invest in your culture, invest in coaching. This will help to attract and retain employees. Lawyers want firms that are flexible and progressive in their thinking and business models.  "When you hire someone, it is a relationship and not a transaction. The greatest retention tool, the greatest hiring tool, even if you cannot compete with big firm salaries, if you can communicate and demonstrate that you are invested in the relationship with an employee and you give them consistent time, attention and feedback they'll take your job over anybody else's." —  Molly McGrath Connect with Molly McGrath:  Website: https://hiringandempowering.com/  Books: https://hiringandempowering.com/business-development-books/Show: https://hiringandempowering.com/podcast/LinkedIn: https://www.linkedin.com/in/molly-hallmcgrath/Twitter: https://twitter.com/HireAndEmpowerFacebook: https://www.facebook.com/hiringandempowering/Instagram: https://www.instagram.com/hiringandempowering/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Marc Hankin discuss:Relationships first, middle, and last. Listen first and tune your hearing to hear what others are saying is the problem. The little things to pull together the networking connection. Remembering social rules as we move back to in person meetings.  Key Takeaways:Regular communication with those friends you want to maintain connections with is extremely important. Stay top of mind, think of others, and put the relationship first. You have two ears and one mouth, use them in proportion. When making a quality referral, think about how it will put more money in the pocket of those you are helping. Give to give. Do the preparation necessary before meetings to better serve those you are meeting with. If you do the research first, your meetings will go far better.  "I learned long ago, the Six Ps: Proper Preparation Prevents Piss Poor Performance. It is the same thing with a meeting, with the troika, with getting together a client pitch, you have to prepare in advance, you have to come in knowing what you need to know, and then ask the questions." —  Marc Hankin Connect with Marc Hankin:  Website: https://www.hankinpatentlaw.com/Email: [email protected]: https://www.linkedin.com/in/mehankinprotectwhatsinyourmind/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Lindsey Markus discuss:Putting yourself out there to build your brand, network, and show yourself as an authority in your space. Adding value through connections. Why Lindsey created a publication house to publish her book. Overcoming challenges of business development as a woman.  Key Takeaways:Just say yes. Be willing to meet with people who have powerful connections that you may not have to grow your own network. The only thing better than getting a referral, is being able to give one. Be willing to make the ask. You never know who will say yes. We all need support. If you are passionate about something, support those things that resonate with you at whatever points in your career you are in.  "You need to figure out what works for you, and you need to do something that you're passionate about and care about." —  Lindsey Markus Connect with Lindsey Markus:  Website: https://lindseymarkus.com/ & https://www.chuhak.com/Email: [email protected]: https://www.linkedin.com/in/lindsey-markus-a279237/Twitter: https://twitter.com/estateplanattyFacebook: https://www.facebook.com/lindsey.p.markus  Book: A Gift For The Future: Conversations About Estate Planninghttps://www.amazon.com/gp/product/B09XH19NVD/ref=dbs_a_def_rwt_bibl_vppi_i0 Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Amy Gardner discuss:Mistakes lawyers make with their time.Taking the initiative to learn the things that you did not learn in law school.Solutions to getting your time under control.Track your time and see if you’re actually spending the time where you want to be.Key Takeaways:Building relationships is not something that can happen when you try and do it faster.Take the time on the things that matter.Look at your to-do list - What can you eliminate? What can you automate? What can you delegate? What can you trade?Be open to new ideas and bring in people with a fresh perspective. You never know where you’re wasting time that you didn’t even realize was being wasted. "Start viewing Saturday and Sunday as extensions of your week. I'm not saying do more work on Saturday and Sunday; I'm saying go into the weekend with a plan. When you do that you can be much more intentional with how you're spending those two days a week, rather than just using them as the recovery time. And that really helps you build a more full life." —  Amy Gardner Connect with Amy Gardner: Website: apochromatik.comEmail: [email protected]: linkedin.com/company/apochromatikAmy’s LinkedIn: linkedin.com/in/amygardnerTwitter: twitter.com/apochromatikFacebook: facebook.com/apochromatikSign up at www.aposignup.com/btl for a FREE 30-minute consultation! Referenced Episode: Episode 181 Keith Sbiral: https://fretzin.com/keith-sbiral-delegation-for-success/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Justin Weinrich discuss:Justin’s journey of building his own firm in a city where he knew nobody. Scheduling your networking without burning out. Creativity in your networking connections (not everyone wants more business).Niching down to perfect your craft and be known for that among your network.  Key Takeaways:Strategically plan who you are going to network with will allow you to make the most out of your networking time. Be constantly communicating with your clients. Those who refer others to you want to know that you are taking care of those referrals. Get to know people. Your best clients may take years to come, but you’ve built the trust and rapport and will get more referrals from those clients. Perfect your craft - that is what you owe your clients, and that is what will sustain you and your family.  "You have to work together to try to figure out how you can help each other. I always tried to give a little bit of something, even if I felt like the other person was helping me a lot more." —  Justin Weinrich Connect with Justin Weinrich:  Website: https://jweinrichlaw.com/Cell Phone: 636-795-7256LinkedIn: https://www.linkedin.com/in/jweinrichlaw/ Referenced Episode: Episode 162: Kate Curler: https://fretzin.com/kate-curler-the-power-in-people/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Paul Porvaznik discuss:Thinking about business development (even when things are going well). Taking action on taking control of your career. Meeting with the right people and asking the right questions. Start developing your book of business now.  Key Takeaways:Having your own clients is one of the best ways to create job security, regardless of where you’re practicing. Keep a blog or write articles. It will show your expertise and help you to grow your business. Not everyone is going to be a good fit for you. If you have a vast connection of networking partners, you can be a great referral partner for them. Business development won’t be natural on day one. It takes practice to continually improve and become more efficient at this craft.  "People who have a book of business have autonomy." —  Paul Porvaznik Connect with Paul Porvaznik:  Website: http://paulporvaznik.com/Email: [email protected]: https://www.linkedin.com/in/paul-porvaznik/Twitter: https://twitter.com/PaulPorvaznik Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Clare Fanner discuss:Making an impression with purpose. Similarities and differences in the US and UK legal sectors. Changing the focus to the client and aligning it to the business while managing expectations. The enabling power of technology (without taking away from lawyer skills). Key Takeaways:Every little part of what we do matters. We can and do make a difference, even if we do not recognize it. While networking had to change during the pandemic, we are already seeing a comeback of in person events as things taper off. To do your job properly and effectively, you need to take care of the whole client. Different generations have different expectations of their lawyers. You must adapt a strategy to adapt to the generations.  "Increasingly, people are recognizing these are not soft skills, they are critical skills. And that is relating to people, having that understanding of how people operate - the human bit." —  Clare Fanner Connect with Clare Fanner:  Website: https://www.lawfirmmarketingclub.com/Email: [email protected]: https://www.linkedin.com/in/clarefanner/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Charlie Uniman discuss:The relationship between time and value. The evolution of practicing law. Adopting good legal tech. Utilizing tech to allow you to do the best job possible for your client.  Key Takeaways:There are many websites that review legal tech. Check them out and see what can help you to become more productive and more efficient in your firm.There are local meetups as well as LinkedIn groups that can help you understand legal tech. AI is not going to substitute for judgment and creativity, but it will make your firm more efficient. If you know, can learn, and can use the technology, it can exponentially help you to build your brand and your firm.  "Software doesn't get bored; software doesn't get tired. It can work 24/7. And as such, it's going to be a great backstop for the creative work that you're doing, and even some of the grunt work that remains." —  Charlie Uniman Connect with Charlie Uniman:  Website: www.legaltechstartupfocus.comEmail: [email protected]: https://www.linkedin.com/in/charles-uniman-2316b83/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Amy Mariani discuss:Transitioning to mediation from another role. Getting efficient with networking. Providing value in networking and in connecting. Calendering in your business development tasks, not just your law related tasks.  Key Takeaways:Even if you have a large network, it takes time to grow and cultivate the relationships needed to grow your book of business. Be direct in asking for introductions. It may work, it may not, but there’s nothing to lose. Qualify your networking partners. Follow through is important for both you and the person you are trying to refer or introduce. Develop your business acumen. If you learn how to build your business (and treat your firm as if it is a business), you will be more successful and be in a better position to grow your own firm.   "You do need to get that networking going, that is going to be the most critical element of your success. You also have to establish that you are a subject matter expert." —  Amy Mariani Connect with Amy Mariani:  Website: https://www.marianimediation.com/Twitter: https://twitter.com/MarianiMediateLinkedIn: https://www.linkedin.com/in/amy-cashore-mariani/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Michele Wucker discuss:What the gray rhino is and what it means.Why people are hesitant to take risks.Risk tolerances, risk adversity, and individual risk relationships.Evaluating risks and understanding the risk of not taking a risk. Key Takeaways:We should not assume that because something is ever present and talked about means that it is being handled properly or that you aren’t vulnerable to that issue.The more you take risks, the more you develop your risk muscle, and the better you get at it.By trying to avoid certain risks, you are creating other ones.There are ways that we can increase our own risk taking, such as eating spicy foods, cranking the air conditioner, or turning on upbeat music. "People make an average, give or take, of 35,000 choices a day. Every one of those choices is a risk, and every risk is a choice. But do we think of them as constant risk taking throughout our day? If we do, we become much more self aware about the risks that we're comfortable with." —  Michele Wucker Connect with Michele Wucker:  Website: https://thegrayrhino.com/ & https://www.wucker.com/Books: https://www.thegrayrhino.com/the-gray-rhino-book/ & https://www.thegrayrhino.com/you-are-what-you-risk/LinkedIn: https://www.linkedin.com/in/wucker/Twitter: https://twitter.com/wuckerFacebook: https://www.facebook.com/MicheleWucker/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Keith Sbiral discuss:Saying yes to the right things, and no to the less important things. Why lawyers do and do not delegate. Delegation authority and framework. The 5 levels of authority.  Key Takeaways:You don’t have to delegate everything right away - prioritize what you need to do and delegate the things that are below your pay grade. Delegation is also about authority, and passing that authority (in the long run) to somebody else. Think about what you can delegate outside of work. It may be worthwhile to hire your own personal assistant depending on where you are at in your career and where you are headed. The levels of authority build on one another. This will build expectations and trust as you go along.  "You have to delegate with authority. You can't just say ‘here, go do that.’ You have to let that person know what the parameters are, otherwise, they end up being stuck." —  Keith Sbiral Connect with Keith Sbiral:  Website: apochromatik.comEmail: [email protected]: linkedin.com/company/apochromatikLinkedIn: linkedin.com/in/keithrsbiralTwitter: twitter.com/apochromatikFacebook: facebook.com/apochromatikSign up at www.aposignup.com/btl for a FREE 30-minute consultation!Prior Episode: https://be-that-lawyer.simplecast.com/episodes/amy-gardner-keith-sbiral-reintegration-and-rebuilding-after-remote-work-oP3_UwTT Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Manny Griffiths discuss:The importance of understanding the client experience.How Milestones can help you to bridge the gap and provide a better client experience.Setting expectations for both the client and the lawyer.Relationships and communication. Key Takeaways:If the end result is good, the client could still be happy. But if they are referring you to others, then you know they had a good experience.Technology is not a replacement for personal connections with your clients, but it is an aid to those individual touches.The best communicators have the best client experience.Communicate with your clients in ways that aren’t just emails. Many people don’t check their email regularly, or the emails get misfiled and lost. "Technology is just aids. You shouldn't ever do away with your personal touch and stop giving updates to clients on a regular basis, but you can replace some of your touches with technology. It keeps transparency, when you're using technology." —  Manny Griffiths Connect with Manny Griffiths:  Website: https://www.hona.com/LinkedIn: https://www.linkedin.com/in/manny-griffiths-b5876884/LinkedIn: https://www.linkedin.com/company/honasoftware/Facebook: https://www.facebook.com/honasoftwareInstagram: https://www.instagram.com/honasoftwareThank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Marko Evans discuss:Developing remote culture. Specialization versus generalization.  What a good recruiter needs to know. Transparency and compensation.  Key Takeaways:Law firms should have an internal recruiter to keep the pipeline of great talent coming. Recruiting is an ongoing process. Retention times are shorter than ever and you want to make sure to grab good candidates when you can. You don’t necessarily have to pay the most to get and retain staff. You have unique skills that could attract employees. Mid-size firms are more agile than a larger firm would be.  "If you are somebody that is concerned about where they are in the market, look around - there are opportunities out there for somebody that has a unique skill, but maybe they are leaving some money on the table." —  Marko Evans Connect with Marko Evans:Website: https://nowhiringu.com/LinkedIn: https://www.linkedin.com/in/legalheadhunter/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Lori Ann Fox discuss:Learning, growing, and moving forward without fear of failure. The evolution of the legal practice in the last 15 years. How Lawmato works and can be a game changer for you. Taking a chance and not waiting until retirement.  Key Takeaways:You want to give a client the right service that they really need, not just what may be kind of what they need.  Alternative billing models have allowed solo and small firms to work as GC or outside GC for companies in ways they weren’t able to before. Most consumers want to meet with lawyers virtually. This also makes the lawyer's life easier too. Lawmato can help with that. There are resources out there. Take the shot on yourself, and make it happen.  "Just take the shot on yourself. You can learn, grow, and you can do and be whoever you want." —  Lori Ann Fox Connect with Lori Ann Fox:  Website: https://www.lawmato.com/Email: [email protected]: https://twitter.com/loriannfox Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Carl Ficks discuss:Giving it your all in all that you do. The art and practice of lawyering. Everyone has the same 168 Hours in a week. Resources available to lawyers to better your life.  Key Takeaways:Regardless of what your gift is, if you don’t bring your best effort, you are going to sacrifice it. The state bar associations are getting into lawyer well-being. This is a great change and is necessary in this profession. Self-care is not selfish. It is great for your mental and physical well-being, but it also allows you to show up more fully and better for the others in your life, professionally and personally. You can't do business development effectively if your mind, your body, the way you feel, and the way you're running your time isn't working. "In order to be in service to others, you first have to be." —  Carl Ficks Connect with Carl Ficks:  Website: https://carlficks.com/Email: [email protected]: https://www.linkedin.com/in/carlrficksjr/Institute For Well-Being in Law: https://lawyerwellbeing.net/Listen to Carl’s Previous Episode here: https://fretzin.com/carl-ficks-committing-to-the-practice-of-wellness/Get Carl’s 10 Steps for Getting Back in the Game Here!: https://carlficks.com/free Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Hillard Sterling discuss:The four pillars of business development and how they interact with each other. Building on your own content with repurposing and leveraging on multiple platforms. How KLTR - Know, LIke, Trust, Refer - is aided by the four pillars of business development. Being proactive in following up on your business development contacts.  Key Takeaways:Give things away in your business development so people know how much they need you to do the rest. Build on your own previously created content. Give people information that they can take and use immediately. Find the right audience for your speaking - those who will get value from your points and are not going to compete against you, but possibly hire you. It is riskier to underpost than overpost. It stays on the radar and keeps you top of mind and present online.  "You could break it down into four different categories of business development work: writing, speaking, posting, and networking." —  Hillard Sterling Connect with Hillard Sterling:  Email: [email protected]: 312-606-7747Website: https://www.clausen.com/LinkedIn: https://www.linkedin.com/in/hillard-sterling-84711b85/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Paul Furiga discuss:Sharing your Story with the decision makers. Understanding your Story, not just your story. Where to start in understanding what your Story is about. How your Story affects your marketing and business development.   Key Takeaways:The most important marketing asset an attorney owns, a law firm owns, is their story - the one thing that really sets them apart.Partner with those who can reliably and accurately share your unique story to help you drive your business.Your deep expertise is important, but it needs to be married with your Story.The new technologies being used and sharing your story will allow you to recruit outside of areas you had previously considered.  "The big s Story is just that, because it answers four fundamental questions that stand the test of time. Those questions are: why would somebody buy from you ? Work for you? Invest in you? Partner with you in the legal field?" —  Paul Furiga Connect with Paul Furiga:  Website: https://www.wordwritepr.com/Book: https://www.wordwritepr.com/capital-s-storyLinkedIn: https://www.linkedin.com/in/paulfuriga/Twitter: https://twitter.com/paulfurigaReference: Simon Sinek TedX Talk: https://www.youtube.com/watch?v=u4ZoJKF_VuA Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Marsha Redmon discuss:Using presence and thought leadership to build your practice.The worst mistakes people are making when communicating digitally.Diminishing attention spans and strengthening your messaging.The breadth and depth of thought leadership. Key Takeaways:If you are on camera, you have authority as you are speaking if you speak with presence and authority.Look at the camera when you are on a Zoom meeting. It makes the other party feel like you are speaking directly to them and connecting with them.Make your point, then get to the details.You are not leaving money on the table if you niche down. It makes you specific enough that people understand what it is that you do. "People want useful, targeted, practical information from people that are qualified to give it to them. That's what thought leadership is." —  Marsha Redmon Connect with Marsha Redmon:  Website: https://www.marsha.com/Thought Leadership Map: https://thoughtleadershipmap.com/  LinkedIn: https://www.linkedin.com/in/marsharedmon/Twitter: https://twitter.com/marsharedmon Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Jessica Stern discuss:Niche down to stand out in the sea of lawyers. Honing in on when you are your best self at work. Rate your clients and the type of work that is coming in to understand where you should be focusing your work. Tapping into your magic statement and understanding what keeps you going every day.  Key Takeaways:If you niche down to what you are passionate about, others will see that and you will stand out. Find your differentiator - there are many ways that you can stand out and stay doing what you love. You will bring in more by doing what you love than by accepting everything that comes in. Spend time thinking about the client experience to better support your clients and your team.  "What's your magic statement? How do you explain who you are and what you do?" —  Jessica Stern Connect with Jessica Stern:  Website: https://sternlawfirm.us/  LinkedIn: https://www.linkedin.com/in/jstern/Twitter: https://twitter.com/sternlawllcFacebook: https://www.facebook.com/STERNLawLLC/Instagram: https://www.instagram.com/sternlawllc/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Stacey Brown Randall discuss:Generating referrals without asking, without manipulation, without compensation, without networking to know a ton of people, and without just waiting and hoping that they'll happen.Showing up and being seen as the expert.The power behind words and using them for good.Looking at the data of where your referrals came from (not just where you think they may have come from). Key Takeaways:There are a lot of strategies you can learn when it comes to referrals. You have to figure out what works best for you, for your firm, for your brand, and how you want to show up.A referral source is any human that refers you, whether or not they are clients.Maintaining relationships (of all kinds) are the key to referrals. There is a framework to those relationships that will strengthen those relationships and referrals.Thank by name - write a thank you note every time you are referred for specifically who was referred to you (even if they don’t become a client). "If you can actually just pay attention to the psychology and reverse engineer or look a little differently to how referrals actually come to be, we don't have as much control over them as we think. But there are things we do control." —  Stacey Brown Randall Connect with Stacey Brown Randall:  Website: https://www.staceybrownrandall.com/Show: https://www.staceybrownrandall.com/podcast/YouTube: https://www.youtube.com/channel/UCMvKdDUM_am9RXz--6qua3Q/LinkedIn: https://www.linkedin.com/in/staceybrandall/Twitter: https://twitter.com/staceybrandallFacebook: https://www.facebook.com/StaceyBrownRandall/Book: https://www.amazon.com/Generating-Business-Referrals-Without-Asking/dp/1683509269 Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Aaron Baer discuss:Being intentional with your legal business development. The mindset behind business development.Preparing for the future of legal. Tips for your best business development practices.  Key Takeaways:Start stupid small when you are building habits, including for your business development, and they will become part of your daily routine. The first sell you make is to yourself - you have to believe in yourself and your firm. The younger generations want to buy legal services the same way they buy everything else - client services are going to be the key. Niche down. If you try to be everything to everybody, you will be nothing to nobody.  "You can either wait until everyone else is doing it, or you can do it first and have this enormous unfair advantage. And if you want to help clients, if you care about clients, just try to learn stuff that's going to help them and don't listen to the people that are going to tell you that's all nonsense." —  Aaron Baer Connect with Aaron Baer:  Website: https://buildyourbook.org/ & https://www.4lacademy.ca/LinkedIn: https://www.linkedin.com/in/aaronbaer2/ &  https://www.linkedin.com/company/build-your-book/Twitter: https://twitter.com/4lacademy Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Tom Freeman discuss:The evolution of the legal industry between the great recession and the great resignation. Building beyond the billable hour. The future of law firm cultures. The value and portability of having your own book of business.  Key Takeaways:Lawyers and associates now have more choices than they ever have and they are being more particular about what they are willing to accept. DEI is late coming to law firms and law firm culture, but we are starting to see a shift. The thriving firms are the ones that are embracing DEI. The practice of law is changing for the better as more diversity joins in the industry. Minorities and women are going to law school more than ever and bringing a different perspective. Law schools don’t teach you to think like a lawyer, they teach you to think like a law professor.  "The billable hour model is broken. It doesn't incentivize those types of mentoring relationships, or those types of collegial training experiences." —  Tom Freeman Connect with Tom Freeman:  Website: http://www.thomasfreeman.com/LinkedIn: https://www.linkedin.com/in/thomasfreeman/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Sam Mollaei discuss:How the legal space has radically changed in the last few years. Why following up is key to bringing in new business. Refining your automations.The automation tools all lawyers should be using.  Key Takeaways:You need to understand automation before you can most effectively use it in your firm. The automations that work best for you may not be for someone else. But utilizing automations can save your team thousands of hours and thousands of dollars. When bringing in business, focus on where your clients are most coming from. In order to do that, you need to know where your leads are coming from. Your automations don’t have to be complicated or expensive, but they can make a massive difference. If nothing else, use Google Sheets.  "The other benefit of automation is it saves your team time. And if you're paying for your team, and on whatever an hourly basis, every minute that you save them is money earned by you." — Sam Mollaei Connect with Sam Mollaei:  Website: https://legalfunnel.com/ & https://mollaeilaw.com/YouTube: https://www.youtube.com/c/legalfunnelLinkedIn: https://www.linkedin.com/in/sammollaei/Facebook Group: https://facebook.com/groups/legalfunnel  Instagram: https://www.instagram.com/legalfunnel Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Ashley Robinson discuss:Authentic marketing and becoming the expert in your niche. How video can play a role in law marketing. Videos as a long term investment, not as a quick, results-now marketing tool. Creating regular content and reusing it in other ways.  Key Takeaways:Video is still a newer technology in the legal field. It can help lawyers gain trust and show expertise and credibility with their clients and potential clients. A high-end video effects more than just one-for-one marketing. It also can be used for years to come and can influence clients as well as strategic partners. Video adds a personal touch and a story that just showing numbers or images don’t do. Social media is not supposed to be high-end professional. It is supposed to be spontaneous and authentic.  "Marketing is casting as many nets as we can to hook people in, in whatever way we can hook them in. But it is not the 80s, it is 2022. People have to make impressions to gain trust and authority." —  Ashley Robinson Connect with Ashley Robinson:  Website: https://greencardiganmarketing.com/LinkedIn: https://www.linkedin.com/in/ashleyrobinsongcm/Facebook: https://www.facebook.com/GreenCardiganMarketingInstagram: https://www.instagram.com/green_cardigan_marketing/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Jay McAllister discuss:The value of technology used in the proper context.Coming to the table as a student in all that you do. Working smarter, not just harder, through the use of technology. What separates adequate practices from flourishing firms.  Key Takeaways:The more you illuminate your sphere of knowledge, the more you will learn that you do not know. Understanding the right tools for your firm and how they all work together is key to creating an ideal technology ecosystem for your firm. If you don’t embrace technology, you are limiting the reach of your firm and the reach of your growth. Business comes as a result of relationships.  "All the tools, in their base state, are essentially useless. It's only understanding the business outcomes that are required, and then pairing that with the proper optimization and setup of the tools, as well as ongoing support and training, that's what makes it critical." —  Jay McAllister Connect with Jay McAllister:  Website: paragonus.comEmail: [email protected]: 815-556-1145LinkedIn: linkedin.com/in/jaymcallisterit & linkedin.com/company/paragon-tech-incYouTube: youtube.com/channel/UCo7-PTYl-HY2ZGrMCQ-C3gQFacebook: facebook.com/Paragontechit Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Steve Hamburg discuss:Pursuing meaningful pursuits with a higher degree of conversion. Moving past the stigma of being a salesperson in your own mind. Practical tips for sales free selling. Creating your structure around selling to gain comfort with selling.  Key Takeaways:Winging it is not a strategy or a process. Engage a sales journal into your process in a way that works for you. If you can quantify it, you can track it and understand what you need to do in order to understand what activities are the most important. If you are planning on running your own firm, you have to be married to that venture. If you have a partner/spouse, you will want them to be on board with you. Luck favors those that work the hardest.  "To be a successful entrepreneur, you need to be willing to subject yourself to what makes you the most uncomfortable and thrive." —  Steve Hamburg Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Alay Yajnik discuss:The biggest errors law firms make when hiring. Leveraging your network to grow your firm (not just your business). Vetting the candidates that you bring into your firm. Hiring quickly in the current war for talent.  Key Takeaways:You do not need to settle for your hire. Working with a recruiter is often worth the money as it saves you time and resources in looking for that new hire. Ask open ended questions when you are interviewing to dig deep into the credibility of your candidate. Check the references - this is one of the most underrated aspects of hiring. Always be hiring and always be looking for talent.  "Right now, there's a big demand for legal services, but there are not very many attorneys to go around. Firms that don't get out ahead of this quickly find themselves buried with work. And when you're buried with work, it impacts your ability to hire because you just don't have enough time." —  Alay Yajnik Connect with Alay Yajnik:  Website: LawyerBusinessAdvantage.comOne Page Strategic Plan: LawFirmSuccessGroup.comEmail: [email protected]: linkedin.com/in/alayyajnikBook: https://www.lawfirmsuccessgroup.com/book/Lawyer Business Advantage Podcast: https://www.lawfirmsuccessgroup.com/podcast-2/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Maya Markovich discuss:The evolution of the legal tech industry. The growing need for focus on client-centric law practices. Useful technologies that can help lawyers run a more efficient practice. How COVID has changed the legal industry for the better. Key Takeaways:We all have to fight together for access to justice. The law is not set up to be client-centric, and there is no single solution to change this. Robots and AI are not replacing lawyers. There is more than enough work to go around and the new technologies will free up lawyers for more strategic things than something like document review. Think about how the client is experiencing service at your firm and consider ways to make it more streamlined for your client. Law firms grow faster and serve the clients better when they focus on a niche, and don’t try to be everything to everyone.  "There's this increased focus on client experience, which, I think, is long overdue. Client expectations are continually increasing, and there's going to be more and more emphasis on value-based services and tailored pricing models." —  Maya Markovich Connect with Maya Markovich:  LinkedIn: https://www.linkedin.com/in/mayamarkovichTwitter: https://twitter.com/MarkovichMayaWebsite: https://vilcap.com/ & https://justicetechassociation.org/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Jay Paul Deratany discuss:Doing things in your work and life that make a difference. Making smart decisions to achieve your ambitions. Creating time to yourself in the midst of your busy life. Lessons learned in starting your own practice.  Key Takeaways:Go into everything you do with the mindset of service, not just a mindset of serving yourself. Making mistakes is going to happen, but we need to learn from those things and continue to track what is working as you go forward. Having a team brings different perspectives to your firm. Don’t give up, choose your passion, and be passionate about your work.  "We take a team approach to our cases…Usually a client understands it because they want a team, and a team brings about a better result. I couldn't have had the verdicts I've had unless I had the team I have." —  Jay Paul Deratany Connect with Jay Paul Deratany:  Website: https://lawinjury.com/LinkedIn: https://www.linkedin.com/in/jaypaulderatanyTwitter: https://twitter.com/deratanyFirst Star: https://www.firststar.org/  Foster Boy: http://fosterboy.com/CASA: https://nationalcasagal.org/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Kate Curler discuss:The power of people’s networks. Finding mutual advantage in your networking meetings. Redirection during connection conversations. Keeping at the front of a networking partner’s mind.  Key Takeaways:When you are networking, give your networking partner something they can work with to help you even as you are helping them. Going into a networking meeting with the plan to sell is not going to work for you for long. Be a giver, but also stay top of mind when you’re networking. Reach out when you refer clients and make yourself known as a rainmaker and key networking partner. You don’t have to do it all yourself, you don’t have to know everything, and you can be wrong. Be willing to be vulnerable and human and people will more to you.  "Business coaching has been just keeping track of the numbers, delegating, and, regarding networking, once you have an opportunity to send somebody a client, I do that, but I make sure I get credit for it as well." —  Kate Curler Connect with Kate Curler:  Website: https://www.curlerlaw.com/Email: [email protected]: 312-952-1077LinkedIn: https://www.linkedin.com/in/kate-curler-84a72413/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Walt Hampton discuss:Your extraordinary toolbelt taught in law school.Success beyond what society thinks it should be.Why you should write a book and what it can do for your book of business.Writing, publishing, and marketing a book. Key Takeaways:There will be amazing rewards for those who can lean into the discomfort.With a book in the world you have the capacity to touch people beyond your wildest imaginations.From a business perspective, there is no better credibility builder, authority builder, expertise builder, client attracting magnet than having a book.You have to put yourself out there to promote your book, your services, and your business. "If we feel called, as you and I do, to have a broader impact, or global impact, as you and I are privileged to do, then figuring out ways to leverage that is important." —  Walt Hampton Connect with Walt Hampton:  Website: Summit-Success.comEmail: [email protected] eBook: summitsuccess.lpages.co/the-power-principles-of-time-masteryLinkedIn: linkedin.com/in/walthamptonPublishing Resource: http://summitpresspublishers.com/stevePrevious Episode: https://fretzin.com/walt-hampton-time-mastery-through-self-mastery/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Andy Cabasso discuss:Focusing on the business, not just in the business Why a law firm should care about their web presence. Finding your unique differentiator (and communicating it properly). Ways to increase your Google ranking and SEO.  Key Takeaways:Your website is your only chance for a first impression with those who find you online. Your client is looking to solve a specific issue. They want to know that you can help them with their very specific needs. Getting your site organically ranked without paying for clicks is largely based on content creation. Make sure you have a Google Business listing. It is free and it is the first step to showing up in local search results.  "It should be very easy for someone visiting your website, whether it's on a mobile phone, or a desktop computer, or laptop, or anything like that, to be able to connect with you. Test this out." —  Andy Cabasso Connect with Andy Cabasso:  Website: https://postaga.com/LinkedIn: https://www.linkedin.com/in/andrewcabasso/Twitter: https://twitter.com/andycabassoCoupon Code: PODCAST50 for 3 Months at 50% off on Postaga.com!  Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Ida Abbott discuss:Realigning your values and your work.Developing and retaining talent.Challenges lawyers face when considering and thinking about retirement.Examining who you are by choice, not by default. Key Takeaways:People want to feel a sense of belonging and community in their firms.Loyalty is earned and ever changing. It needs to be constantly developed and the relationships maintained.65 is an arbitrary number decided by the social security system. Your retirement is your own and you can decide when is the right time for you.Keep a personal interests list. Figure out what is interesting to you now and when you get to a point where you need to decide what you are going to do, you have a list of things you already are interested in. "It's a lot of internal investigation, self exploration, and then recognizing the myths and the misunderstandings that hold you back. Retirement means it's the end, if that's what you believe. I ask you to reframe it. It's not the end. Think of somebody you know, who's retired, who is doing something cool. And if you don't know anybody personally, start looking around online, they are everywhere." —  Ida Abbott Connect with Ida Abbott:  Website: https://idaabbott.com/Email: [email protected]: https://idaabbott.com/books/retirement-by-design/LinkedIn: https://www.linkedin.com/in/ida-abbott-9a0736Twitter: https://twitter.com/IdaOAbbottFacebook: https://www.facebook.com/sponsoringwomenbook Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Susan Ibitz discuss:Soft skills are marketable and make you employable.The relationship behind know, like, and trust. Starting soft and inviting questions. Tips about nonverbal communication.  Key Takeaways:If you’re not selling a product, you are selling yourself or your service. If people don’t remember you when you talk, there is a problem. We have two ears and one mouth, use them proportionately. Treat others the way they want to be treated and you will be remembered as remarkable. Gather the baseline information before you jump to solutions or try and fix without understanding the client’s problem.  "In law sales and networking, you establish rapport and you use words, which are more important than the body. Words are be more important because I pay attention. Be present." —  Susan Ibitz Connect with Susan Ibitz:  Website: https://humanbehaviorlab.com/Email: [email protected]: https://www.youtube.com/channel/UCsAwKi2NQchiXWrrMd9-uXALinkedIn: https://www.linkedin.com/in/susan-ibitz/Twitter: https://twitter.com/HBehaviorLabFacebook: https://www.facebook.com/SusanIbitzHBL  Instagram: https://www.instagram.com/humanbehaviorhacker/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Jennifer Bullock discuss:Treating customers in a way that will make them feel like your only customer. Becoming a strong, influential woman in law. The importance of committing to your business growth and development early on as part of your necessary work. Harmonizing your work and your life in the right environment.  Key Takeaways:When you are opening your own firm (or even just looking to grow your book of business) talk to everyone you know and make yourself known. Seek out a mentor and build relationships early on. They will require you taking action and will not just fall in your lap. You only need to do two things when you start to work with networking organizations: show up and do what you say you will do. You can build your book of business in non-traditional ways. Look at what you like to do, where you like to be, and who you like to connect with.  "I firmly believe that if you focus on business development, as a female attorney early on in your career, you truly can create your own path, you are in control of your own destiny. You may choose to stay in a firm, you may choose to launch your own firm, you may go in house, but you will have many more opportunities available to you." —  Jennifer Bullock Connect with Jennifer Bullock:  Website: https://bullocklegal.net/LinkedIn: https://www.linkedin.com/in/jenniferbullocklegal/Twitter: https://twitter.com/bullocklegalFacebook: https://www.facebook.com/flaemploymentlawyer/   Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Andy Stickel discuss:Overcoming analysis paralysis. Marketing beyond getting leads. Taking a lead through to a sell. Understanding the pain of your prospective clients and the impact that pain is having.  Key Takeaways:Getting leads is rarely the problem. Follow up is the key - three times, three ways, and continuously reaching out. Nobody likes a linktree. Have a real person answer the phone. Focus on the end result, not on the vehicle for getting to that result.  "The way that you get someone to buy something is that when they're in so much pain, that the value of getting out of pain is greater than the value of the money. That's what attorneys need to learn how to do." —  Andy Stickel Connect with Andy Stickel:  Website: https://www.socialfirestarter.com/Book: https://freebookforlawyers.com/test-drive-1YouTube: https://www.youtube.com/channel/UCbRE2UVB83CCo4S9rFgZn0QLinkedIn: https://www.linkedin.com/in/andrewstickel/Twitter: https://twitter.com/andystickelFacebook: https://www.facebook.com/groups/marketingforlawyers/Instagram: https://www.instagram.com/andrew.stickel/Operation Underground Railroad: http://ourrescue.org/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Kip Boyle discuss:Becoming a professional who sells and serves people in the process.The changing of traditional selling techniques.Creative marketing to connect with your community.The unique, human connections of podcasting. Key Takeaways:People don’t want to connect with companies, they want to connect with people.The selling techniques of yesteryear don’t work and often turn people away.There is a relationship that gets established between a podcast host and the audience that you don’t even realize is happening.It is all about consistency. "There's an intimacy that podcasts can create that the written ways of talking to people just don't." —  Kip Boyle Connect with Kip Boyle:  Website: https://www.cr-map.comPodcast: cyberriskopportunities.com/podcastLinkedIn: https://www.linkedin.com/in/kipboyle/Twitter: https://twitter.com/KipBoyleBook: https://www.amazon.com/Fire-Doesnt-Innovate-Executives-Practical-ebook/dp/B07M7KTZWX Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Daniel Steinberg discuss:How Daniel’s professional journey lead him to creating lawbrokr.Differentiating yourself enough to find your clients. Branding and specialization. Creating a strong experience in legal.  Key Takeaways:It is okay to fail. If you don’t try, you won’t have the opportunity to succeed or fail. Your firm needs to live everywhere consumers are online. There are so many opportunities to be a creator in today’s day and age. That allows you, as the lawyer, to create bite-sized content that can connect with consumers. Your interactions with your customer need to be more experiential than transactional.  "If you want to align with your customers, you need to really create and cultivate and explain things to them, and go above and beyond the scope, then what you did last year and the year before, and always be that 1% better every time you talk to that next individual, because it's all around the customer experience, or they're not coming back in every industry, not just legal." —  Daniel Steinberg Connect with Daniel Steinberg:  Website: https://www.lawbrokr.com/Email: [email protected]: https://www.linkedin.com/in/dsteinberg9/Twitter: https://twitter.com/dslbkrFacebook: https://www.facebook.com/lawbrokrInstagram: https://www.instagram.com/lawbrokr/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Dave Zumpano discuss:Knowing before you no. Distinguishing yourself in what you can do for the client, beyond the typical answer. Systems as a key fundamental of your business. Measuring everything you do, and doing that purposefully.  Key Takeaways:Success comes by not stopping at the first “no.”Money is a byproduct of the value you create. If you create value, the money will come. Do something you love that has impact for others. If you can’t measure it, you can’t manage it. You need to know what you’re doing with your systems, your processes, your marketing, and your business development.  "Emotion doesn't pay the bills, what pays the bills is understanding your marketing, understanding what happened in the process, so that you can get good information and know how to make it better for them, as well as you, as you go forward." —  Dave Zumpano Connect with Dave Zumpano:  Website: https://eplawcenter.com/ & https://www.lawyerswithpurpose.com/  & https://guidr.legal/Email: [email protected] & [email protected]: https://www.youtube.com/user/LawyersWithPurpose3LinkedIn: https://www.linkedin.com/in/david-zumpano-a0208119a/Twitter: https://twitter.com/LawyersWPurposeFacebook: https://www.facebook.com/LawyersWithPurpose Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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.