BE THAT LAWYER

In this episode, Steve Fretzin and Steve Gordon discuss:Why you should write a book (and how it can help your law firm grow). Changing your introduction and cementing your place as the expert. What it takes to write a book today. Using your book to get the right kind of clients.  Key Takeaways:You can build your network and get referrals by sharing information. Writing a book allows you to disseminate that information more widely and effectively.Be a part of an organization that works to lift one another, not just lift yourself. The perceived hardest part of writing a book is actually the easiest part of it - writing it. There is a pattern and a structure that works well to reach audiences. You know your content and you are the expert. Your client doesn’t want a textbook, they want a transformation. Show them the transformation and the process. That makes a great lead-generating book.  "There is no way to contain all of your expertise and give it all away in a 100 to 150 page book. That's not the purpose of a book." —  Steve Gordon Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: The Ultimate Sales Letter by Dan Kennedy - https://www.amazon.com/Ultimate-Sales-Letter-4Th-Customers-ebook/dp/B004J35JFU/ Connect with Steve Gordon:  Website: https://milliondollarauthor.io/LinkedIn: https://www.linkedin.com/in/gordonsteve/Twitter: https://twitter.com/steve_gordonFacebook: https://www.facebook.com/stevegordononlineGet Steve Gordon’s Latest Book, Jumpstart Your Own, and More Here: https://milliondollarauthor.io/bethatlawyer Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Jesse Frye discuss:Why Jesse started ScaleLegal.Most common gaps in the client experience. Utilizing your tech stack appropriately and effectively. 3 Tips for improving your client experience.  Key Takeaways:Communication is often one of the largest gaps in the client experience. Consistency in communication is key. Most tech isn’t customized for lawyers. There are ways to customize (and be properly trained in) your technology for the best use in your firm. Map out your client journey. You need to understand your current state before you can plan for what you want in the future of your firm. Understand the journey, fill the gaps, and clear the friction points.  "You can remove a lot of the issues that you have with your client’s experience just by being very clear and upfront with their pricing." —  Jesse Frye Thank you to our Sponsors!Moneypenny: https://www.moneypenny.com/us/Legalese Marketing: https://legaleasemarketing.com/Practice Panther: https://www.practicepanther.com/ Episode References: Book: The Dichotomy of Leadership by Jocko Willink and Leif Babin - https://www.amazon.com/Dichotomy-Leadership-Balancing-Challenges-Ownership/dp/1250195772Law Firm Mentor: https://www.lawfirmmentor.net/Steve Seckler: https://www.linkedin.com/in/stephenseckler/David Ackert: https://www.linkedin.com/in/davidackert/Allison Williams: https://www.linkedin.com/in/allisoncwilliams/ About Jesse Frye: Jesse Frye is the CEO and Co-Founder of ScaleLegal. Jesse is a Certified Business Coach & Productivity coach with more than 25 years of experience improving the efficiency of businesses, including hundreds of small law firms. Additionally, Jesse has experience running Client Experience departments for small and medium size businesses, taking poorly performing brands and turning them into successful, thriving businesses. He has an MBA from Norwich Military University and is a United States Coast Guard Veteran. Connect with Jesse Frye:  Website: https://www.scalelegal.com/Email: jessejfrye@scalelegal.comLinkedIn: https://www.linkedin.com/in/jessejohnathanfrye/LinkedIn: https://www.linkedin.com/company/scalelegal/Facebook: https://www.facebook.com/scalelegalusa Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Charles Gillis discuss:The two things that make lawyers most successful. The single biggest trap lawyers face on their path to being an equity partner. Challenges on the path to promotion. Advice to mid-level attorneys looking to build their business.  Key Takeaways:Lawyers need to focus on their higher purposes. If they are taking time to do the time-taking activities, the firm is probably losing unnecessary money. You need to keep building higher and higher. Look at your career development path and don’t confuse the rewards you get for productivity for validation of career progress. Put more and more time into your business development plan each year once you’ve reached your production goals. Business development doesn’t get easier the longer you wait. Start small, start now, and be consistent.  "You have to recognize the end goal is to have clients, but you will not secure that day one, you'll plant seeds on day one." —  Charles Gillis Thank you to our Sponsors!Moneypenny: https://www.moneypenny.com/us/Legalese Marketing: https://legaleasemarketing.com/Practice Panther: https://www.practicepanther.com/ Episode References: Book: The Goal by Eliyahu Goldratt About Charles Gillis: Charles Gillis is a seasoned business executive who has over thirty years of law firm administration experience. At Platt Cheema Richmond, Mr. Gillis oversees all strategic and operational matters for the firm, including finances, human resources, and administration. He is the author of The Seven Year Trap: Back Office Observations of the Business of Law & the Path to Partnership.Charles received an undergraduate degree from The University of Texas at Austin, an executive MBA from The University of Texas at Dallas, and a Graduate Finance Certificate from Southern Methodist University. He holds an SHRM Senior Certified Professional (SHRM-SCP) designation. Connect with Charles Gillis:  Website: https://pcrfirm.com/Book: https://www.amazon.com/Seven-Year-Trap-Observations-Partnership/dp/0692195661LinkedIn: https://www.linkedin.com/in/gillis/LinkedIn: https://www.linkedin.com/company/pcrfirm/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Stuart TenHoor discuss:Engaging in the news and media. The intersection of legal and business. Marketing yourself in your specialty.Leaving space to receive.  Key Takeaways:Being known in a space is critical. You want to be the name that comes to mind in your industry when a specific situation comes up for someone else. Sales is not manipulation, it’s persuasion. You are helping people to figure out what they want.Becoming the go-to person in a subject area does not happen overnight. It takes consistency and effort. While you need to get things done and generate great ideas, you also want to leave space for the good things that will come your way as you are building relationships and your business.  "Having a good LinkedIn profile and having a good website profile, those are all important. But you’ve got to put your niches out there." —  Stuart TenHoor Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Book: Get Sh*t Done by Jeffrey GitomerAbout Stuart TenHoor: STUART TENHOOR, President of Stuart TenHoor Legal Search, is in his 35th year as a legal search consultant in the Greater Washington, DC area. TenHoor is also a career coach for food and drug lawyers (www.stuarttenhoor.com)  and consults with law firms, corporations, and other private employers, and to federal agencies on their lateral hiring goals and helps them find FDA and other types of legal talent. TenHoor’s specialty is working with food and drug lawyers as they seek the best employment fit for their evolving professional goals. Connect with Stuart TenHoor:  Website: https://www.stuarttenhoor.com/LinkedIn: https://www.linkedin.com/in/TenHoor/Twitter:  https://twitter.com/tenhoor Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Luis Scott Jr. discuss:Leveraging others to help you focus and grow the business.Making the sale in a natural way.Distinguishing yourself from the pack.Delegating without exploiting. Key Takeaways:When you are engaged in too many things, it is hard to be excellent at any of those things.Niching down within a niche becomes a unique selling proposition. When it comes to sales, people want to know there is something unique, but they need to know the full value.Most people do not know how to delegate, and lawyers are not any different. Becoming the master delegator is the key to growing your business.You are in absolute control of your future. "There's a difference between a unique selling proposition and a value proposition. First of all, understanding what your value proposition is, and then, the second thing, learn how to deliver it with confidence." —  Luis Scott Jr. Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Book: The Four Agreements by Don Miguel Ruiz: https://www.amazon.com/Four-Agreements-Practical-Personal-Freedom/dp/1878424319Email Luis at luis@8figurefirm.com and mention hearing him on Be That Lawyer to get a FREE copy of his book: The King of Growth: How to Dominate Your Market, Increase Predictability, and Unleash the Power of Your Law Firm for Personal and Financial Freedom!!! About Luis Scott Jr.: Luis Scott is a respected attorney ad consultant. He is the owner of Bader Scott Injury Lawyers and 8-Figure Firm Consulting and specializes in helping legal professionals optimize and grow their practices. He has been recognized by various legal organizations and has 20 years of experience, including as the owner and managing partner of a successful law firm with almost 200 employees. Connect with Luis Scott Jr.:  Website: https://luisscottjr.com/Website: https://baderscott.com/Website: https://www.8figurefirm.com/Books: https://luisscottjr.com/books/Show: https://luisscottjr.com/podcast/YouTube: https://www.youtube.com/channel/UCwpUZsAwYm3bff5HVJc3rEQLinkedIn: https://www.linkedin.com/in/luis-scott-bader-law/LinkedIn: https://www.linkedin.com/company/8figurefirm/Facebook: https://www.facebook.com/8figurefirmInstagram: https://www.instagram.com/luisscottjr/Instagram: https://www.instagram.com/8figurefirm/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Dorna Moini discuss:Automating for affordable options. Tapping into larger segments of the legal market. Adopting technology in your practice. Resources available for lawyers to start utilizing technology for little work and little money.  Key Takeaways:There is a cap to how much people will pay for a service, and you are also limited by time. Thinking of other billing models or automated services can help you to break out of the mold with something more lucrative. There is a place for the billable hour, but it doesn’t need to apply to all services. For cost and convenience, consumers like digital products and services. Younger attorneys have a leg up with technology and that is a strength on their resumes. "I hear this more from people outside of the legal field than the lawyers themselves about ‘jobs can be replaced, why would anyone want to use automation’, but I think at the end of the day, I see this, and a lot of our customers see this, as an opportunity. ." —  Dorna Moini Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: ABA TECHSHOW: https://www.techshow.com/Zapier: https://zapier.com/TextExpander: https://textexpander.com/Grammarly: https://app.grammarly.com/Lob: https://www.lob.com/Upwork: https://www.upwork.com/Book: Play Bigger by Al Ramadan: https://www.amazon.com/Play-Bigger-Dreamers-Innovators-Dominate/dp/0062407619 Connect with Dorna Moini:  Website: https://www.gavel.io/Email: dorna@gavel.ioLinkedIn: https://www.linkedin.com/in/documentautomation/Twitter: https://twitter.com/gavel_io Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin, Jocelyn Brumbaugh, Jared Correia, and Gyi Tsakalakis discuss:Appreciation marketing, email marketing, and newsletters. The incremental approach to social media and content marketing. The business of law and treating your firm like a business. Being involved in the marketing plan.  Key Takeaways:Send a handwritten note. People get stuff all the time, but a handwritten note is personalized and feels more intentional. Segment your list. Do as many thank you cards as you can, but don’t ignore everyone else. Utilize stats, don’t just list your credentials, in your marketing, content, and bio.You need to understand your goals and what needs to be done in marketing to make those goals happen.  "Business development is about process, it's about figuring out what works and takes the least amount of your time and doing it over and over again. And that's no fun. That's so boring. But it's always like losing weight and figuring out how to run a marathon and learning another language -  it's doing something incrementally every day. " —  Jocelyn Brumbaugh Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Jocelyn Brumbaugh:  Website: https://www.buildenpartners.com/LinkedIn: https://www.linkedin.com/in/jocelynbrumbaugh/ Connect with Jared Correia:  Website: https://redcavelegal.com/Show: https://legaltalknetwork.com/podcasts/legal-toolkit/LinkedIn: https://www.linkedin.com/in/jaredcorreia/Twitter: https://twitter.com/RedCaveLegal Connect with Gyi Tsakalakis:  Website: https://gyitsakalakis.com/Website: https://www.attorneysync.com/Website: https://epldigital.com/LinkedIn: https://www.linkedin.com/in/gyitsakalakis/Twitter: https://twitter.com/gyitsakalakis Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin, Jocelyn Brumbaugh, Jared Correia, and Gyi Tsakalakis discuss:How law firms can show their personal side on social media. Focus on who you are serving. Marketing locally and internationally for the best return. Opportunities and challenges around AI.  Key Takeaways:Lawyers do really cool things outside of the law - people want to see that side of you. Put some of you in your bio, not just your credentials. Optimize content on your site for users who consume it internationally. If you can position yourself as the expert, it is a much less competitive market. ChatGPT and other AI are changing the face of searching and content generation. Your content is best when you are in the content. It needs to be authentic and sound like you to really soar.  "At the end of the day, there is no shortcut to good content." —  Jocelyn Brumbaugh Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Jocelyn Brumbaugh:  Website: https://www.buildenpartners.com/LinkedIn: https://www.linkedin.com/in/jocelynbrumbaugh/ Connect with Jared Correia:  Website: https://redcavelegal.com/Show: https://legaltalknetwork.com/podcasts/legal-toolkit/LinkedIn: https://www.linkedin.com/in/jaredcorreia/Twitter: https://twitter.com/RedCaveLegal Connect with Gyi Tsakalakis:  Website: https://gyitsakalakis.com/Website: https://www.attorneysync.com/Website: https://epldigital.com/LinkedIn: https://www.linkedin.com/in/gyitsakalakis/Twitter: https://twitter.com/gyitsakalakis Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Tina Solis discuss:Things to consider when moving firms.Looking at partnership agreements.Big picture things to know when making a lateral move.What law firm managers can be doing better to retain talent and keep relationships when someone has left. Key Takeaways:You have an obligation to your clients, not just the other attorneys in your firm.Timing is essential in preparing for your move. You want to be aware of where you are in the year-end pay cycle. Depending on the timing, it could add to the complexity.People are leaving a bad culture for the money, but they don’t leave a good culture or team just for money. Culture is becoming more and more important in the legal industry.When you part amicably, referrals can still come back from those attorneys who do leave. "If we can keep emotions deescalated, departures tend to go more smoothly for both sides." —  Tina Solis Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode Reference: Jonathan Friedland: https://www.linkedin.com/in/jonathanfriedland/ Connect with Tina Solis: Website: https://www.nixonpeabody.com/Email: tbsolis@nixonpeabody.comPhone: 312-977-4482LinkedIn: https://www.linkedin.com/in/tina-solis-39538116/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and JD Gershbein discuss:The evolution of LinkedIn and why it is prevalent and important. Being findable on LinkedIn. How LinkedIn supports the practice of law. Building an outcome-directed LinkedIn profile.  Key Takeaways:You need to have an identity in the business universe. LinkedIn allows you to stand out and have a clear identity for others. Your profile page can be one of your greatest assets in business. There are many ways you can get started on LinkedIn that won’t take hours each week but will allow you to get out educational content that is relevant and valuable. If your profile is not set up correctly, it will lead to lost opportunities. Attend to it, do a content audit of your page, and make sure that your unique value is articulated.  "LinkedIn has arrived at a point where we are reliant on it. We are dependent on it. Not just for information or to keep a sense of connectedness with people, but to really show who we are to peers, to clients, to colleagues, and to those who would refer or introduce us." —  JD Gershbein Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Book: Think & Grow Rich by Napoleon Hill: https://www.amazon.com/Think-Grow-Rich-Landmark-Bestseller/dp/1585424331 Connect with JD Gershbein:  Website: https://jdgershbein.com/LinkedIn: https://www.linkedin.com/in/jdgershbein/YouTube: https://www.youtube.com/channel/UCPoeIXB2HQ5r0hIjI28mV5gTwitter: https://twitter.com/jdgershbeinFacebook: https://www.facebook.com/whoisjdInstagram: https://www.instagram.com/jdgershbein/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.