In this episode, Steve Fretzin and Jim Ries discuss:
- Why business development is a critical yet often overlooked skill for lawyers
- The role of networking in long-term professional success
- How adopting a giver’s mentality leads to stronger professional relationships
- Best practices and common mistakes in networking and relationship-building
Key Takeaways:
- Taking a few minutes to research a common connection before meetings and using the "FORD Method" (Family, Occupation, Recreation, Dreams) leads to more engaging and productive networking conversations.
- Effective networking is about quality over quantity, so instead of collecting business cards, aim for three meaningful conversations that lead to valuable follow-ups.
- Trust is built through consistent action, so always follow through on promises like introductions or shared resources to strengthen credibility and relationships.
- Business development requires patience and persistence, as long-term success comes from continuously nurturing relationships and staying top-of-mind for future opportunities.
"The phrase I like to use is not "give to get"—that sounds like expecting something in return. The phrase I use is "give to give"—give because you want to… because it feels good… and just keep giving. That’s when people know you, like you, and trust you." — Jim Ries
Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name!
Thank you to our Sponsors!
Rankings.io: https://rankings.io/
Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/
Episode References:
The Go-Giver by Bob Burg and John David Mann: https://www.amazon.com/Go-Giver-Expanded-Little-Powerful-Business/dp/1591848288
The Little Red Book of Selling by Jeffrey Gitomer: https://www.amazon.com/Little-Red-Book-Selling-Principles/dp/1885167601
The Sales Bible by Jeffrey Gitomer: https://www.amazon.com/Sales-Bible-Ultimate-Resource-Jeffrey/dp/B00DEK8F8M
About Jim Ries: Jim Ries, Director of Business Development at Offit Kurman, connects business owners with the right attorneys across 30+ practice areas. Known as the "Legal BD Guy," he ensures clients aren’t underserved, overcharged, or ignored. As a trusted legal concierge, he helps business owners frustrated with their current representation. A passionate networker, Jim loves one-on-one Zoom meetings to build connections and provide legal solutions.
Connect with Jim Ries:
Website: http://www.offitkurman.com/
Email: jries@offitkurman.com
Phone: 410-733-6133
LinkedIn: https://www.linkedin.com/in/jimrieslegalbdguy/ & https://www.linkedin.com/company/offit-kurman/
Facebook: https://www.facebook.com/jim.ries
Connect with Steve Fretzin:
LinkedIn: Steve Fretzin
Twitter: @stevefretzin
Instagram: @fretzinsteve
Facebook: Fretzin, Inc.
Website: Fretzin.com
Email: Steve@Fretzin.com
Book: Legal Business Development Isn't Rocket Science and more!
YouTube: Steve Fretzin
Call Steve directly at 847-602-6911
Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.
