BE THAT LAWYER Stephen Seckler: Smart Strategies for Lawyers Who Hate Selling
In this episode, Steve Fretzin and Stephen Seckler discuss:
- How lawyers can better align their personalities with business development
- Navigating career transitions within the legal profession
- How meaningful networking creates long-term career momentum
- Leveraging authenticity and consistency to build a professional brand
Key Takeaways:
- Lawyers who struggle with traditional selling can ease into business development by focusing on small, genuine actions like reconnecting with familiar contacts and writing about subjects they care about.
- Clarifying which types of clients, cases, and activities energize or drain you is an essential first step before deciding where and how to focus your marketing efforts.
- The most productive networking conversations happen when lawyers ask clear, focused questions, such as “What’s a good introduction for you?”—and balance listening with intentional follow-up.
- Professionals can avoid wasting time in aimless meetings by preparing a loose agenda beforehand, staying focused on mutual goals, and knowing what specific outcome they want to achieve by the end of each interaction.
"You don't have to have an entrepreneurial mindset to act with entrepreneurial intent." — Stephen Seckler
Unlock the secrets of rainmaking success—join Steve Fretzin and four powerhouse legal experts for Be That Lawyer LIVE on August 27; reserve your spot now at fretzin.com/events.
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About Stephen Seckler: Stephen E. Seckler, Esq., is the President of Seckler Attorney Coaching and an award-winning coach who has spent over 25 years helping lawyers nationwide achieve greater career satisfaction. He works with attorneys at all stages—from those pursuing partnership to others exploring career changes or leadership roles—through programs like The Next Stage. Steve brings deep experience in legal education and recruiting, and he collaborates with both individual lawyers and legal leaders. He hosts the Counsel to Counsel Podcast, contributes to multiple ABA publications, and regularly speaks at bar associations and on legal podcasts. His book Think Like a Lawyer, Act Like an Entrepreneur was published by the ABA in 2025. A member of the Mindfulness in Law Society and ProVisors, Steve has been recognized as a top coach by Massachusetts Lawyers Weekly and enjoys squash, parody, behavioral economics, and singing with a rock choir.
Connect with Stephen Seckler:
Website: http://www.seckler.com/
Book: Think Like a Lawyer, Act Like an Entrepreneur: https://www.amazon.com/Think-Like-Lawyer-Act-Entrepreneur/dp/1639056025
Show: Counsel to Counsel Podcast: https://podcasts.apple.com/us/podcast/counsel-to-counsel-career-advice-for-lawyers/id1344814079
LinkedIn: https://www.linkedin.com/in/stephenseckler/
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
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