In this episode of The Rainmaking Podcast, host Scott Love speaks with Steve Fretzin, legal business development coach and author of Sales-Free Selling, about how professionals can attract and convert clients without feeling like a salesperson. Steve explains that many lawyers and professionals resist business development because they associate it with aggressive sales tactics. Instead, he presents a structured, relationship-driven approach that focuses on asking the right questions, building trust, and allowing clients to convince themselves that they need your services.
Key topics include the importance of qualifying prospects before investing time in proposals, the four key qualifiers (compelling reasons to change, commitment to action, decision-maker identification, and financial readiness), and strategies for running productive client meetings. Steve also discusses how to take control of conversations by setting clear agendas, developing rapport, and leading with curiosity rather than selling. Whether you’re an attorney, consultant, or professional service provider, this episode offers practical steps to create a repeatable, effective business development system without the pressure of traditional sales tactics.
Visit: https://therainmakingpodcast.com/
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Driven, focused, and passionate about helping ambitious Attorneys to reach their full potential, Steve Fretzin is regarded as the premier coach, skills trainer, and thought leader in business development.
Over the past 17 years, Steve Fretzin has devoted his career to helping lawyers learn what they never learned in law school; business development and marketing. The goal is for Steve’s clients is to live the best possible life with balance, control, and happiness.
In addition to writing four books on legal marketing and business development, Steve has a highly-rated podcast BE THAT LAWYER and has been featured in the Chicago Tribune, Crain’s and Entrepreneur.com. He has appeared on NBC News, WGN Radio and has written articles for Attorney at Law Magazine, the National Law Review, the American Bar Association, and the Illinois State Bar Association. You can also find his monthly column in the Chicago Daily Law Bulletin.
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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:
https://www.leopardsolutions.com/index.php/request-a-demo/
Links:
https://www.fretzin.com/podcast
https://www.linkedin.com/in/stevefretzin/
https://www.instagram.com/fretzinsteve/
https://www.facebook.com/salesresults
https://www.youtube.com/@SalesResultsInc/
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