BE THAT LAWYER

In this episode, Steve Fretzin and Stephen Seckler discuss:How lawyers can better align their personalities with business developmentNavigating career transitions within the legal professionHow meaningful networking creates long-term career momentumLeveraging 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. 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 Sponsor!Legalverse Media: https://legalversemedia.com/ 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 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/1639056025Show: Counsel to Counsel Podcast: https://podcasts.apple.com/us/podcast/counsel-to-counsel-career-advice-for-lawyers/id1344814079LinkedIn: https://www.linkedin.com/in/stephenseckler/Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Chris Earley discuss:Shifting the lawyer's mindset from traditional practice to intentional business buildingUsing content and social media to establish visibility and credibilityLeveraging coaching, mentorship, and masterminds to level up professionallyBringing authenticity and consistency into legal marketing and personal growthKey Takeaways:Lawyers who develop consistent daily marketing habits—like posting on LinkedIn, asking for speaking gigs, or emailing newsletters—are far more likely to build lasting visibility and client pipelines.Podcasting serves as both a relationship engine and a powerful way to generate long-form, repurposable content that can drive compound exposure across multiple channels.Coaches, mentors, and mastermind groups accelerate growth by providing accountability, guidance, and fresh strategies that lawyers don’t learn in school or from peers.Prioritize personal growth and emotional balance to avoid burnout and sustain momentum, creating space for better decisions, more effective client interactions, and stronger business leadership."The lawyer who creates the most content today is going to come out ahead in the future." —  Chris EarleyReady 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 Sponsor!Legalverse Media: https://legalversemedia.com/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 Chris Earley: Christopher Earley is the founder and CEO of Earley Law Group Injury Lawyers, a personal injury law firm located in downtown Boston. He is a thought leader in the legal field who writes monthly for the American Bar Association, and he is also a frequent speaker to audiences of attorneys throughout the country.He hosts The Earley Show Podcast, where he brings on some of the very best attorney-entrepreneurs in the legal industry.He recently released his memoir, Scaling the Wall: One Man’s Journey of Healing Childhood Trauma to Find Fulfillment and Success.When not working on growing and scaling his firm, he enjoys spending time with his wife and two children.He is also a really bad drummer.He strongly encourages lawyers and law students to contact him because he loves teaching and mentoring.Connect with Chris Earley:  Website: https://www.chrisearley.com/Show: The Earley Show: https://podcasts.apple.com/us/podcast/the-earley-show/id1703274158Book: Scaling the Wall: One Man's Journey of Healing Childhood Trauma to Find Fulfillment and Success: https://www.amazon.com/Scaling-Wall-Journey-Childhood-Fullfillment/dp/B0DQWFM2DYLinkedIn: https://www.linkedin.com/in/bostonpersonalinjurylawyer/ & https://www.linkedin.com/company/earley-law-group-injury-lawyers/Facebook: https://www.facebook.com/lawofficeofchristopherearley/Instagram: https://www.instagram.com/explore/locations/104980886333/earley-law-group-injury-lawyers/Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Nick Werker discuss:The importance of proper phone handling in law firm intake processesHow customer experience begins with an intentional communication strategyShifting lawyer mindsets around sales and client engagementThe evolving standards of professionalism and wellness in legal practice Key Takeaways:Solo and small law firms often lose clients due to missed calls or lack of call-forwarding plans, which can be easily fixed with tools like rollover call forwarding.Answering services should align intake scripts with law firms’ CRM systems and help pre-qualify callers without turning anyone away, allowing for both client conversion and effective referrals.Intake staff should prioritize empathy and rapport over data collection, allowing callers to fully explain their problem before asking for details.Lawyers frequently lose potential clients not due to pricing or competence, but due to a lack of communication and failure to follow up after the initial contact."Don’t pressure people, but let them know that you have a solution to their problem and that and why you're the best solution to that problem." —  Nick Werker 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. 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 Sponsor!Legalverse Media: https://legalversemedia.com/ 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 Nick Werker: Nick is the founding marketer and current marketing leader at Answering Legal. Since 2014, Nick has been working to help lawyers improve the way they communicate with their clients, strengthen legal intake, organize messages, create workflows for CRMs, and spread awareness on all things happening in the legal community.When he's not podcasting, building custom GPTs, or thinking about ways to spread the Answering Legal message, he is a strong proponent of self-improvement. He also loves helping friends and community members find business success using marketing strategies.Connect with Nick Werker:  Website: https://www.answeringlegal.com/Phone: (631) 686-9700Email: nick@answeringlegal.comLinkedIn: https://www.linkedin.com/in/nicholas-werker/ & https://www.linkedin.com/company/answering-legal-inc/Instagram: https://www.instagram.com/answeringlegal/Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

Ruby Powers, a Board-Certified Immigration Attorney and founder of Powers Law Group, discusses the power of content creation in legal practice. She reveals how strategic repurposing of content can amplify a lawyer's digital presence. Ruby emphasizes the need for personal branding and authentic engagement to foster client relationships. She shares insights on leveraging technology and AI, adapting to challenges in remote practice, and the importance of consistent, engaging content in the ever-evolving legal landscape.

In this episode, Steve Fretzin and Barbara Kaplan discuss:The importance of storytelling in building a compelling professional brandHow lawyers can identify and attract their ideal clientsStrategies to overcome self-doubt and inner critics in professional developmentThe role of niching and differentiation in legal marketing and client acquisition Key Takeaways:Lawyers can strengthen their marketing by identifying a compelling client success story, positioning the client as the main character who overcame a challenge, and sharing that story across platforms like LinkedIn and websites to attract similar clients and build trust without feeling like they’re selling.Defining an ideal client involves a clear understanding of that client’s pain points, values, lifestyle, and behavior patterns—often revealing shared traits with the lawyer themselves—so they can intentionally market to and attract more of the right fit.The Red Velvet Rope theory empowers lawyers to direct their time, money, and energy only toward clients who align with their values and expertise, allowing them to build a more satisfying and profitable practice while filtering out those who dilute their brand.Overcoming inner critics and self-doubt requires recognizing limiting beliefs like “I’m not good enough” or “no one will call,” and deliberately reframing them with empowering self-talk and bold action steps, such as finally launching a business or asking for high-value referrals. "Facts tell, stories sell because of the human connection… You want the client to see themselves in the story you tell." —  Barbara KaplanReady 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 Sponsor!Legalverse Media: https://legalversemedia.com/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 Barbara Kaplan: Barbara is Founder & CEO of BSK Strategies, a business development consulting practice. Lawyers and law firms hire Barbara to guide them in building their brands, winning new and higher-value work, establishing thought leadership, and developing innovative strategies and approaches to distinguish themselves in a competitive and uncertain marketplace.She has over 20 years of experience helping clients define, pursue, and win the business they want. Barbara has worked with firms of every type and style, each with a unique culture and set of challenges. She is devoted to helping them make that skill second nature.Prior to founding BSK Strategies, Barbara held senior-level marketing and business development roles at a global AmLaw 50 firm, as well as small and mid-sized firms, making her uniquely skilled at walking in the shoes of her clients.Connect with Barbara Kaplan:  Website: https://www.bskstrategies.comEmail: barbara@bskstrategies.comLinkedIn: https://www.linkedin.com/in/barbarakaplanprofile & https://www.linkedin.com/company/bsk-strategiesConnect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and David Schnurman discuss:Building a resilient mindset through optimism, reflection, and habit formationLessons from career pivots and entrepreneurial problem-solving in the legal spaceCultivating emotional regulation through gratitude, compassion, and non-judgmentEmbracing technology and AI to repurpose content and increase professional impact Key Takeaways:Journaling and identifying recurring mindset blocks can help lawyers recognize patterns of imposter syndrome and emotional burnout, giving them the self-awareness and clarity needed to shift their thinking and take purposeful steps toward resilience.When faced with the sudden loss or burnout of a critical team member, initiating an honest, values-based conversation centered on purpose, mutual respect, and long-term impact can be the difference between salvaging a project or watching it collapse.Implementing a simple but consistent daily practice of writing down three gratitudes, avoiding all outward complaints for 21 days, and giving five genuine compliments can rewire your stress response and gradually create a more positive, grounded internal state.Delaying your instinct to judge setbacks as inherently negative by using the mantra “good thing, bad thing, who knows” allows you to stay emotionally balanced, maintain perspective, and remain open to positive outcomes that may not be immediately visible. "If you compliment somebody else, and it's authentic, it helps you get through the stress of the wave." —  David SchnurmanUnlock 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/B0F78HXJHTThank 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/Episode References: How Full Is Your Bucket? by Tom Rath & Don Clifton: https://www.amazon.com/How-Full-Your-Bucket-Rath/dp/1595620036A Complaint Free World by Will Bowen: https://www.amazon.com/Complaint-Free-World-Complaining-Enjoying/dp/0770436390About David Schnurman: David Schnurman is a seasoned entrepreneur, TEDx speaker, and author of The Fast Forward Mindset: How to Be Fearless & Focused to Accelerate Your Success. As the CEO of Lawline, a leading online education platform for attorneys, David scaled the company from startup to industry leader while developing a powerful framework for personal and professional growth. Through his work and writing, David empowers others to break out of their comfort zones, manage fear, and focus their energy on making a meaningful impact. He’s also a past president of the Entrepreneurs' Organization (EO) New York Chapter and a passionate advocate for fearless leadership.Connect with David Schnurman:  Website: https://www.lawline.com/Book: The Fast Forward Mindset: https://www.ffwdmindset.com/LinkedIn: https://www.linkedin.com/in/davidschnurman/Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Joe Jones discuss:The transition from traditional legal practice to entrepreneurshipStrategies for evaluating and managing professional riskTools and systems that support solo and startup legal venturesThe mindset and preparation needed to pursue legal tech innovation Key Takeaways:Successfully transitioning from law firm practice to a tech-driven startup can be less daunting when done gradually, by maintaining income and slowly validating the new concept before fully stepping away.Fear of entrepreneurial failure can be reduced by building out clear backup plans—even unconventional ones—to provide psychological safety and optionality during uncertain times.Implementing automated scheduling systems and encouraging clients to use them can significantly reduce administrative burden, lower phone interruptions, and create a more organized and prepared client experience.New product ideas should be tested not by pitching, but by asking target users how they currently solve the problem, which leads to more honest feedback and uncovers existing competitors or gaps in the market. "There’s just so many tools out there that you can get that aren’t very expensive, that take a huge headache away from you." —  Joe Jones 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 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/ Episode References: The Mom Test by Rob Fitzpatrick: https://www.amazon.com/Mom-Test-customers-business-everyone/dp/1492180742About Joe Jones: Joe Jones is a board-certified personal injury trial lawyer, the Co-Founder and CEO of StreamSettle, and a U.S. Marine Corps veteran with a driving passion for resolving conflict. From his early days in his law school's Mediation Clinic to serving as a Judge Advocate in the Marines, Joe has been helping people find solutions to their legal disputes.After a successful run managing a Houston office for a top Texas personal injury firm and making partner, Joe's entrepreneurial spirit led him to launch Joe Jones Law Firm. But he didn't stop there. Seeing a need for innovation, he co-founded StreamSettle with his wife Chrysa—a software solution shaking up the dispute resolution world.When he's not working, Joe is all about family, cheering on Texas A&M and Houston sports teams, playing music, and hitting the slopes.Connect with Joe Jones:  Website: https://streamsettle.com/Email: jjones@streamsettle.comLinkedIn: https://www.linkedin.com/in/joe-jones-9802a3a/ & https://www.linkedin.com/company/streamsettleConnect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

Dan Lear, VP of partnerships at InfoTrack and a seasoned tech lawyer, dives into the evolution of sales strategies in the legal sector. He emphasizes that today's market favors a consultative approach over aggressive tactics, prioritizing client needs. Lear discusses the importance of qualifying prospects effectively and suggests building genuine relationships for long-term success. He also shares insights on clarifying personal professional goals, offering practical advice for navigating uncertainty and aligning actions with aspirations.

In this engaging discussion, Gavin Sharpe, a seasoned law firm advisor and coach, dives into the essential link between mindset and success in legal business development. He reveals how emotional intelligence can reshape lawyers’ approaches to networking and client relations. By debunking the rainmaker myth, Sharpe encourages introverted lawyers to harness their unique strengths in a structured, authentic manner. He also highlights the overlooked potential in intra-firm collaborations, urging legal professionals to take small, manageable steps toward building sustainable client relationships.

Janet Falk, a strategic communications professional with over 30 years in public relations, guides attorneys on enhancing their visibility and credibility. She discusses the evolving marketing strategies for legal professionals, emphasizing the 'Marketing RBI' approach for networking and promotion. Janet highlights the importance of personal branding through platforms like LinkedIn and newsletters. The conversation also dives into AI's impact on client searches, underscoring the need for high-quality content that builds trust and attracts new clients.