Lisa Katz: Building a Powerful Relationship-Based Book of Business

In this episode, Steve Fretzin and Lisa Katz discuss:

• Starting to build your book of business from early in your career. 
• Providing value to your clients with a network of other service providers. 
• Things you need to know when working with counsel. 
• The playbook for building a book of business. 
• Having the hard conversations to experience the growth. 

Key Takeaways:

• Everything is consecutive and cumulative, the more you meet with someone and have great, but shorter conversations, the more impact it will have than one multiple-hour conversation. 
• It’s not about the client, it is about the person behind the relationship you are building. 
• The longer you network and connect, the more you learn and grow and keep the connections that fit you and you fit them. 
• Everybody wins when you’re able to connect and solve each other’s problems or connect them with the person who can. 
• Your internal network at a law firm is just as important as your external connections. 

"Revisiting conversations with the same people at multiple conversations makes sense because factors change. Take time to do that, even committing to a couple hours a week or 20 minutes a day." —  Lisa Katz

Find out more about the Mastering the Legal Clock and Thriving Event at: https://fretzin.com/events

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Episode References: 

• Book: Lean In by Sheryl Sandberg - https://www.amazon.com/Lean-Women-Work-Will-Lead/dp/0385349947

About Lisa Katz: Lisa Katz is half a healthcare lawyer, half a finance lawyer, and all broker all the time. She prides herself in being a strategic partner with her clients by acting as an outside general counsel to her healthcare provider clients and by representing numerous banks and private lenders on their healthcare finance transactions. 

Connect with Lisa Katz:  

Website: https://www.polsinelli.com/

LinkedIn: https://www.linkedin.com/in/lisa-katz-17bb1321/

LinkedIn: https://www.linkedin.com/company/polsinelli/

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

Show notes by Podcastologist Chelsea Taylor-Sturkie

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.