BE THAT LAWYER

In this episode, Steve Fretzin and Alex Geisler discuss:Building long-term client loyalty in legal practiceStructuring legal work around client expectations and needsImproving legal service delivery through lean process thinkingDeveloping 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 GeislerGot 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! 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: Tao Te Ching by Lao Tzu: https://terebess.hu/english/tao/mitchell.htmlAbout 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 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 847-602-6911Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Judy Barton discuss:Cultivating meaningful and lasting business relationshipsEffective networking techniques for lawyers and financial professionalsEstablishing credibility and attracting opportunitiesThe importance of integrity in business Key Takeaways:Effective networking is not about collecting contacts but about fostering genuine, mutually beneficial relationships that lead to long-term success.Lawyers and financial professionals should focus on providing value first, rather than immediately seeking business, to build trust and credibility.Personal branding plays a crucial role in professional growth, as a strong and authentic presence can differentiate individuals in competitive industries.Integrity and consistency in business interactions build a solid reputation, making people more likely to refer and work with you over time. "You have to make yourself memorable, but you also have to know why you're different from everybody else and why that person should hire you or engage with you as an attorney." —  Judy Barton 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! Thank you to our Sponsors!Rankings.io: https://rankings.io/Each week, Raise the Bar delivers expert insights on business development, legal tech, and the strategies top rainmakers lawyers use to build thriving practices. No fluff—just actionable tips to help you work smarter and grow faster. Subscribe for free at RaiseTheBarMedia.co: https://content.raisethebarmedia.co/raise-the-bar-newsletter-sign-up/?cid=679b5ad89eeed About Judy Barton: Judy Barton is a Senior Client Strategist for BNY Mellon Wealth Management. In this role, she works directly with clients to address their investment and wealth management needs. Judy joined the firm in 2014 and has more than 20 years of experience in the financial services industry, as well as being a business owner for 10 years. Her previous corporate experience includes serving in finance at EDS, Nortel, and Sodexho Marriott in Boston, DC, and London. Judy received her Master in Legal Studies from the School of Law at Washington University in St. Louis and a Bachelor of Science in Finance from the University of Oklahoma. Connect with Judy Barton: Website: http://www.bny.com/wealthEmail: judy.barton@bny.comLinkedIn: https://www.linkedin.com/in/judy-barton 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 Michael Vater discuss:Growth and networking beyond traditional legal marketingLeveraging legal tech and AI to enhance efficiencyBuilding strategic partnerships for sustainable growthEffectively balancing leadership, operations, and legal work Key Takeaways:Lawyers should build strategic partnerships with realtors, title agents, and medical professionals who connect with potential clients needing legal services instead of relying solely on attorney referrals.Generative AI tools enhance legal research by cross-referencing case law and statutes, helping attorneys find crucial precedents faster and more accurately.Zoom court appearances reduce travel time and create "bonus time" for attorneys to focus on business development and client acquisition.Law firms often let accounts receivable grow unchecked, but strict payment policies like upfront retainers or automated billing prevent financial strain and ensure cash flow. "The world is constantly changing. If you fail to change with it, you will be left behind." —  Michael Vater 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! Thank you to our Sponsors!Rankings.io: https://rankings.io/Each week, Raise the Bar delivers expert insights on business development, legal tech, and the strategies top rainmakers lawyers use to build thriving practices. No fluff—just actionable tips to help you work smarter and grow faster. Subscribe for free at RaiseTheBarMedia.co: https://content.raisethebarmedia.co/raise-the-bar-newsletter-sign-up/?cid=679b5ad89eeed Episode References: The 7 Habits of Highly Effective People by Stephen Covey: https://www.amazon.com/Habits-Highly-Effective-People-Powerful/dp/0743269519 About Michael Vater: Michael Vater, Esq., Managing Partner of The Ticktin Law Group in South Florida, has successfully litigated complex cases across the U.S. and abroad, including over 20 Florida counties, California, Texas, Pennsylvania, Ohio, South Carolina, and Iceland, where his victory set a European Union precedent on consumer rights in aviation disputes. Since joining the firm in 2010, he has specialized in entertainment, personal injury, and real estate litigation, serving as lead counsel in over 1,600 cases and litigating 100+ Jury and Non-Jury Trials. Recognized by Super Lawyers as a Rising Star, awarded to only 2.5% of Florida lawyers, he has also been featured in Authority Magazine, Lawyers of Distinction, Business Daily Media, and PacerMonitor. Connect with Michael Vater:  Website: https://legalbrains.com/Email: mvater@legalbrains.comLinkedIn: https://www.linkedin.com/company/the-ticktin-law-group-p.a./Twitter: https://x.com/LegalBrainsFacebook: https://www.facebook.com/TheTicktinLawGroup/#Instagram: https://www.instagram.com/legalbrains/# 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 Tom Ciesielka discuss:The role of public relations and reputation management in the legal industryThe importance of media visibility and thought leadership for lawyersBalancing legal ethics, confidentiality, and public exposure in marketingThe impact of social media on modern public relations strategies Key Takeaways:Media outlets prioritize availability and recognition over legal expertise—being well-known and responsive is often more important than having the best case results.Lawyers should integrate the PESO model (Paid, Earned, Shared, and Owned media) into their marketing strategy to create a balanced and effective public presence.Addressing negative media coverage should be handled with a focus on advocacy, emphasizing key legal issues and potential next steps rather than becoming defensive.Thought leadership and PR require a long-term commitment—lawyers should expect a minimum six-month investment before seeing meaningful results in recognition and business growth. "Your first obligation is to your client, not to publicizing your firm. That’s just the reality of it." —  Tom Ciesielka 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! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: LawHer Podcast by Sonya Palmer: https://podcasts.apple.com/us/podcast/lawher/id1599413853Personal Injury Mastermind Conference (PIMCON), October 5–8, 2025 in Scottsdale, Arizona: https://www.pimcon.org/The 1-Page Marketing Plan by Allan Dib: https://www.amazon.com/1-Page-Marketing-Plan-Customers-Money/dp/1989025013/ About Tom Ciesielka: Tom Ciesielka, President of TC Public Relations, has over 25 years of experience in public relations, marketing, and business development. He helps clients manage their reputation through crisis communications, thought leadership, and media coverage in outlets like The Wall Street Journal, CNN, NPR, and Fox News. Before founding TC Public Relations, he worked in film sales—representing Paramount, MGM, and New Line Cinema—and as marketing director for the Museum of Broadcast Communications. Originally from Philadelphia, he built his firm in Chicago on integrity, strategy, and innovation. Now in its third decade, TC Public Relations continues to refine media strategies that elevate client visibility. Connect with Tom Ciesielka:  Website: https://tcpr.net/LinkedIn: https://www.linkedin.com/in/thomasciesielka/Twitter: https://x.com/TomciesielkaInstagram: https://www.instagram.com/tcpublicrelations/ 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. 

Jim Ries, Director of Business Development at Offit Kurman, shares his expertise on the often-overlooked skill of business development for lawyers. He emphasizes the transformative power of a giver's mentality in networking, advocating for quality connections over business card collections. Ries highlights the value of building trust through consistent actions and advises on the importance of genuine curiosity and active listening. With practical tips like using the 'FORD Method' for more engaging conversations, he inspires a deeper approach to networking and long-term relationship-building.

In this discussion, David Ackert, Co-founder and CEO of Ackert, Inc., dives into the art of strategic networking. He emphasizes prioritizing meaningful relationships over sheer numbers, advising professionals to cultivate a ‘shortlist’ of key clients and prospects. The talk reveals that it often takes 14 interactions from first contact to contract, underlining the value of persistence. Ackert also highlights the importance of assessing potential partners based on chemistry, commerce potential, capabilities, and collaboration for sustainable business growth.

In this episode, Steve Fretzin and Kyle Harbaugh discuss:Challenges in law firm business operationsThe importance of business strategy in law firmsHiring and leadership in law firmsLeveraging AI and technology for growth Key Takeaways:Many attorneys excel in legal practice but struggle with business management because law school does not prepare them for running a firm, resulting in inefficiencies and unnecessary stress.Most law firms lack a clearly defined and well-communicated vision, leading to misalignment within their teams and making it harder to attract and retain the right talent.Hiring mistakes often stem from relying too much on gut instinct instead of structured assessments and long-term goal alignment, which leads to high turnover and poor culture fit.AI-driven tools can help law firms make smarter business decisions by identifying growth opportunities and ensuring new hires align with the firm’s culture and objectives. "Just because they are very successful in one role, it doesn’t mean they’re going to be successful when you elevate them." —  Kyle Harbaugh 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! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: The Game with Alex Hormozi: https://podcasts.apple.com/us/podcast/the-game-with-alex-hormozi/id1254720112$100M Offers by Alex Hormozi: https://www.amazon.com/100M-Offers-People-Stupid-Saying/dp/1737475731 About Kyle Harbaugh: Kyle Harbaugh is the co-founder of Chief GO Officers, LLC, a business consulting firm specializing in law firm growth, operations, and organizational development. With 14+ years of experience, he focuses on management, business planning, and coaching to help firms scale while improving efficiency and client satisfaction. His approach integrates business intelligence, automation, and AI tools like STEP Ai and Right Hire Ai. Offering group and 1:1 coaching, fractional implementation, and strategic growth systems, Kyle helps law firms optimize profitability, branding, and client acquisition for predictable revenue and leadership excellence. Connect with Kyle Harbaugh:  Website: https://www.chiefgoofficers.com/Email: KyleH@ChiefGoOfficers.comLinkedIn: https://www.linkedin.com/in/kyle-harbaugh-chief-go-officers/ & https://www.linkedin.com/company/chief-go-officers-llcConnect 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.

Dennis Meador, CEO and Founder of The Legal Podcast Network, shares insights from over 20 years in legal marketing. He discusses how lawyers can stand out in a crowded market through effective personal branding and cohesive marketing strategies. Meador emphasizes the power of podcasting as a targeted tool for client engagement rather than chasing viral popularity. He also highlights the importance of adapting to modern trends like SEO and social media to build a strong online presence. Understanding your niche is key to owning your market!

In this episode, Steve Fretzin and Blake Strautins discuss:The importance of business development for lawyersHow accountability and culture shape a law firm’s successTime management and delegation for legal professionalsPersonal and professional growth in legal leadership Key Takeaways:Building connections early with strategic partners, attorneys, and clients creates long-term opportunities, referrals, and career growth.A workplace culture that holds team members accountable improves productivity, reduces inefficiencies, and strengthens collaboration.Leaders who delegate effectively gain more time for key decisions, enhance firm efficiency, and empower their teams.Keeping an inbox organized by addressing, delegating, or categorizing emails prevents overwhelm, streamlines tasks, and ensures nothing important is missed. "You can learn the law, you can write great briefs, you can research out of something, but running a business is completely different; managing people is completely different. Being a good manager, a good leader—those are skills that, sadly, [law schools] just don't teach you." —  Blake Strautins 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! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Multipliers by Liz Wiseman: https://www.amazon.com/Multipliers-Best-Leaders-Everyone-Smarter/dp/0061964395 About Blake Strautins: Blake A. Strautins is a co-owner and managing partner of Kluever Law Group, LLC, where he heads the firm’s litigation department. Blake has been practicing in the field of complex litigation his entire legal career, beginning with class action litigation in 2007 and transitioning to commercial and real estate litigation in 2014, where he continues to hone his legal skills to this day. Beyond helping clients solve problems through creative solutions, both before and during formal litigation, Blake is also an accomplished appellate lawyer with numerous published decisions under his belt. Blake takes great pride in charting the firm’s path forward into continued growth and success in partnership with its diverse client base. Connect with Blake Strautins:  Website: http://www.klueverlawgroup.com/Email: bstrautins@klueverlawgroup.comLinkedIn: https://www.linkedin.com/in/blake-a-strautins/ 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 Mina Haque discuss:Overcoming challenges in growing a law practiceThe impact of digital tools on professional successEssential skills lawyers need beyond legal expertiseThe mindset shifts necessary for entrepreneurial success Key Takeaways:Solo law practice has become significantly more accessible due to virtual offices, law practice management software, and online marketing, reducing overhead costs and easing client acquisition.Lawyers should resist the temptation to accept every client and instead focus on a defined practice area to build a strong reputation and avoid operational inefficiencies.Effective delegation, including outsourcing bookkeeping, marketing, and administrative tasks, allows solo practitioners to maximize billable hours and focus on client service.Developing an online presence through SEO, blogging, and thought leadership is crucial for standing out and attracting clients in a competitive legal market. "Show your value to your client. Sometimes it may be outside the scope of the service, but go above and beyond and try to have that servant leadership mindset, because the right client will recognize your talent, and you may find yourself in the right place." —  Mina Haque 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! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Likeable Badass by Alison Fragale: https://www.amazon.com/Likeable-Badass-Women-Success-Deserve/dp/0385549148 About Mina Haque: Mohaimina "Mina" Haque, CEO of Tony Roma’s, leads its strategic transformation, focusing on restructuring, growth, and global expansion. She also runs a law firm specializing in immigration and corporate law, with a focus on mergers and acquisitions. An Adjunct Professor at American University Washington College of Law, she teaches law practice management. Recognized for her leadership, Mina was named one of Women We Admire’s Top Women Leaders of DC (2024) and IAOTP’s Top Attorney of the Year (2023). Washingtonian Magazine honored her as an Outstanding Woman in DC (2021), and she is a member of Chief, a premier network for senior women leaders. Connect with Mina Haque:  Website: https://attorneymina.com/LinkedIn: https://www.linkedin.com/in/minahaque/Instagram: https://www.instagram.com/attorneyminadc/ 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.