In this episode, Steve Fretzin and Gavin Sharpe discuss:
- The role of emotional intelligence and mindset in personal and professional growth
- Challenges and misconceptions around business development for lawyers
- The importance of authenticity and strategic networking in rainmaking
- Personal evolution through coaching, self-awareness, and internal firm collaboration
Key Takeaways:
- Many lawyers struggle to grow their book of business, not due to a lack of talent but because of internalized fears, self-imposed pressure to conform to extroverted norms, and a misunderstanding of what rainmaking truly requires.
- Introverted lawyers can excel at business development when they lean into structured systems, authentic communication, and consistent habits that align with their personality rather than trying to emulate traditional sales-driven approaches.
- By breaking down ambitious goals into small, specific, and manageable actions—such as reaching out to just five contacts instead of a daunting hundred—lawyers are far more likely to follow through and build lasting momentum.
- Significant untapped business opportunities often exist within a lawyer’s firm, where cross-disciplinary collaboration and internal networking are overlooked despite their potential to unlock valuable client relationships and referrals.
"The traits that most lawyers share is that instinctively... we’re low in empathy... we’re thin-skinned... we’re not that resilient." — Gavin Sharpe
Unlock the secrets of the industry's top rainmakers with Be That Lawyer: 101 Top Rainmakers’ Secrets to Growing a Successful Law Practice. Grab your ultimate guide to building a thriving law firm now on Amazon: https://www.amazon.com/dp/B0F78HXJHT
Ready to go from good to GOAT in your legal marketing game? Don’t miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org/
Thank you to our Sponsors!
Rankings.io: https://rankings.io/
Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/
About Gavin Sharpe: Gavin Sharpe is a seasoned advisor with nearly 30 years of experience working with global law firms, corporations, and senior leaders. He began his career as a lawyer with Allen & Overy before founding SSQ, a leading international legal search firm. He played a pivotal role in launching the London offices of several U.S. law firms and led some of the most prominent partner and team moves of the decade. After selling his shares in 2010, Gavin retrained as an executive, team, and group coach, as well as a psychotherapist. He specializes in collaborating with international law firms looking to maximize their talent potential. He resides in the French Riviera, in Monaco.
Connect with Gavin Sharpe:
Website: https://www.rivierawellbeing.com/
Email: gavin@rivierawellbeing.com
LinkedIn: https://www.linkedin.com/in/gavinsharpe/
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.
BE THAT LAWYER 