Building Relationships: A Giver's Approach

This chapter explores the principles of business development through a giver's mentality, focusing on the importance of patience and relationship-building. It also highlights insights from a notable sales trainer on cultivating loyalty and the impact of a relatable, genuine presentation style.

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Episode notes

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