Alex Geisler: Creating Sticky Client Relationships in Law

In this episode, Steve Fretzin and Alex Geisler discuss:

• Building long-term client loyalty in legal practice
• Structuring legal work around client expectations and needs
• Improving legal service delivery through lean process thinking
• Developing deeper relationships through proactive, strategic communication

Key Takeaways:

• Long-term client loyalty is built through the TREE approach: Transparency in communication, Reliability in service, Efficiency in delivery, and clear Expectations that align with the client's goals.
• Lawyers can create stronger, “stickier” client relationships by going beyond transactional work and offering value through strategic thinking and curiosity.
• A structured approach to legal work—planning, executing, reviewing, and improving—can lead to better results, stronger client trust, and greater efficiency.
• Understanding the client’s definition of success early on, and tailoring the legal approach accordingly, is key to exceeding expectations and retaining business.

"There's no substitute for knowing yourself and knowing your purpose. There's no substitute for knowing your client. And just keep checking in on yourself and checking in on your client." —  Alex Geisler

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!

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Episode References: 

Tao Te Ching by Lao Tzu: https://terebess.hu/english/tao/mitchell.html

About Alex Geisler: Alex's career was spent in three environments: in-house, at Big Law, and with manufacturers. He then harnessed these experiences to create Lean Law, a consultancy devoted to helping lawyers turn new business into repeat business. In addition to personal coaching, his ideas can be accessed through the acclaimed Lean Adviser online curriculum, his Lean Briefing—which receives 40,000 hits each week—and his books and papers.

Connect with Alex Geisler:  

Website: https://www.leanlaw.co/

LinkedIn: https://www.linkedin.com/in/alex-geisler-05b5761a/

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.

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