BE THAT LAWYER BE THAT LAWYER LIVE Part 2: Building Lasting Client Relationships Through Authenticity and Consistency
What separates lawyers who struggle from those who thrive? In this special Part 2 of Be That Lawyer Live, you’ll discover how our guests integrate authenticity, focus, and thought leadership into their daily practice to create long-term growth. You’ll hear how staying true to yourself, choosing opportunities wisely, and turning passions into professional strengths can open unexpected doors. This is not about chasing quick wins—it’s about building a practice that’s sustainable, rewarding, and deeply connected. Lean in, because what you’ll hear today will challenge how you see your career and your future.
In this episode, Steve, Tina, John, and Leslee discuss:
- The importance of authenticity in building and sustaining client relationships
- Balancing personal life, career demands, and business development commitments
- Creative strategies for leveraging events, panels, and thought leadership
- Maintaining consistency and momentum in rainmaking efforts over the long term
Key Takeaways:
- Sharing authentic parts of who you are—whether it’s your passions, personal stories, or even hobbies—creates deeper connections with clients and colleagues, making business development feel more natural and sustainable.
- Learning to say “no” to opportunities that don’t align with your goals or values is just as critical as saying “yes,” because it protects your time, energy, and ability to excel in the areas that truly matter.
- Positioning yourself as a thought leader through speaking on panels, moderating events, and writing articles not only demonstrates expertise but also consistently attracts the right kind of clients and referrals.
- Long-term success in rainmaking comes from treating business development as an ongoing habit integrated into daily life, rather than a separate task, so it becomes part of who you are and how you work.
"Bottom line, listen. You have to listen to what people are saying… because that is how you end up developing an authentic relationship." — Tina Martini
"You can’t underestimate the trust factor here, the likability factor here, the authenticity factor here… when somebody trusts you and believes in you to such a degree that you can handle their legal matters all under one roof." — John Sciaccotta
"If someone invites you to an event, go… if someone wants you there, be there… and then for me, the biggest thing… is just constant giving. And I’m really, I’m not even like, this is authentically me… always thinking about how to help someone else. " — Leslee Cohen
Check out my new show, Be That Lawyer Coaches Corner, launching August 25, and get the strategies I use with my clients to win more business and love your career again.
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Thank you to our Sponsor!
Legalverse Media: https://legalversemedia.com/
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About our Guests:
Tina Martini is a partner at McDermott Will and Schulte, specializing in intellectual property. [LinkedIn | Website]
John Sciaccotta is a partner/lawyer at Aronberg Goldgehn, a business litigator, and past president of the Chicago Bar Association [LinkedIn] | Website].
Leslee Cohen is the managing partner at AllRise Legal, working with startups from seed to exit [LinkedIn | Website].
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.