BE THAT LAWYER

In this episode, Steve Fretzin and Paul Furiga discuss:Sharing your Story with the decision makers. Understanding your Story, not just your story. Where to start in understanding what your Story is about. How your Story affects your marketing and business development.   Key Takeaways:The most important marketing asset an attorney owns, a law firm owns, is their story - the one thing that really sets them apart.Partner with those who can reliably and accurately share your unique story to help you drive your business.Your deep expertise is important, but it needs to be married with your Story.The new technologies being used and sharing your story will allow you to recruit outside of areas you had previously considered.  "The big s Story is just that, because it answers four fundamental questions that stand the test of time. Those questions are: why would somebody buy from you ? Work for you? Invest in you? Partner with you in the legal field?" —  Paul Furiga Connect with Paul Furiga:  Website: https://www.wordwritepr.com/Book: https://www.wordwritepr.com/capital-s-storyLinkedIn: https://www.linkedin.com/in/paulfuriga/Twitter: https://twitter.com/paulfurigaReference: Simon Sinek TedX Talk: https://www.youtube.com/watch?v=u4ZoJKF_VuA Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Marsha Redmon discuss:Using presence and thought leadership to build your practice.The worst mistakes people are making when communicating digitally.Diminishing attention spans and strengthening your messaging.The breadth and depth of thought leadership. Key Takeaways:If you are on camera, you have authority as you are speaking if you speak with presence and authority.Look at the camera when you are on a Zoom meeting. It makes the other party feel like you are speaking directly to them and connecting with them.Make your point, then get to the details.You are not leaving money on the table if you niche down. It makes you specific enough that people understand what it is that you do. "People want useful, targeted, practical information from people that are qualified to give it to them. That's what thought leadership is." —  Marsha Redmon Connect with Marsha Redmon:  Website: https://www.marsha.com/Thought Leadership Map: https://thoughtleadershipmap.com/  LinkedIn: https://www.linkedin.com/in/marsharedmon/Twitter: https://twitter.com/marsharedmon Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Jessica Stern discuss:Niche down to stand out in the sea of lawyers. Honing in on when you are your best self at work. Rate your clients and the type of work that is coming in to understand where you should be focusing your work. Tapping into your magic statement and understanding what keeps you going every day.  Key Takeaways:If you niche down to what you are passionate about, others will see that and you will stand out. Find your differentiator - there are many ways that you can stand out and stay doing what you love. You will bring in more by doing what you love than by accepting everything that comes in. Spend time thinking about the client experience to better support your clients and your team.  "What's your magic statement? How do you explain who you are and what you do?" —  Jessica Stern Connect with Jessica Stern:  Website: https://sternlawfirm.us/  LinkedIn: https://www.linkedin.com/in/jstern/Twitter: https://twitter.com/sternlawllcFacebook: https://www.facebook.com/STERNLawLLC/Instagram: https://www.instagram.com/sternlawllc/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Stacey Brown Randall discuss:Generating referrals without asking, without manipulation, without compensation, without networking to know a ton of people, and without just waiting and hoping that they'll happen.Showing up and being seen as the expert.The power behind words and using them for good.Looking at the data of where your referrals came from (not just where you think they may have come from). Key Takeaways:There are a lot of strategies you can learn when it comes to referrals. You have to figure out what works best for you, for your firm, for your brand, and how you want to show up.A referral source is any human that refers you, whether or not they are clients.Maintaining relationships (of all kinds) are the key to referrals. There is a framework to those relationships that will strengthen those relationships and referrals.Thank by name - write a thank you note every time you are referred for specifically who was referred to you (even if they don’t become a client). "If you can actually just pay attention to the psychology and reverse engineer or look a little differently to how referrals actually come to be, we don't have as much control over them as we think. But there are things we do control." —  Stacey Brown Randall Connect with Stacey Brown Randall:  Website: https://www.staceybrownrandall.com/Show: https://www.staceybrownrandall.com/podcast/YouTube: https://www.youtube.com/channel/UCMvKdDUM_am9RXz--6qua3Q/LinkedIn: https://www.linkedin.com/in/staceybrandall/Twitter: https://twitter.com/staceybrandallFacebook: https://www.facebook.com/StaceyBrownRandall/Book: https://www.amazon.com/Generating-Business-Referrals-Without-Asking/dp/1683509269 Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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. 

Aaron Baer, an attorney and founder of Build Your Book and 4L Academy, shares invaluable insights on mastering business development for lawyers. He emphasizes the importance of a proactive mindset and starting small in building sustainable habits. Baer highlights the evolving expectations of younger clients and the necessity for attorneys to niche down to stand out. Practical tips on relationship building and authentic networking are also discussed, encouraging lawyers to take charge of their development and focus on meaningful connections.

In this episode, Steve Fretzin and Tom Freeman discuss:The evolution of the legal industry between the great recession and the great resignation. Building beyond the billable hour. The future of law firm cultures. The value and portability of having your own book of business.  Key Takeaways:Lawyers and associates now have more choices than they ever have and they are being more particular about what they are willing to accept. DEI is late coming to law firms and law firm culture, but we are starting to see a shift. The thriving firms are the ones that are embracing DEI. The practice of law is changing for the better as more diversity joins in the industry. Minorities and women are going to law school more than ever and bringing a different perspective. Law schools don’t teach you to think like a lawyer, they teach you to think like a law professor.  "The billable hour model is broken. It doesn't incentivize those types of mentoring relationships, or those types of collegial training experiences." —  Tom Freeman Connect with Tom Freeman:  Website: http://www.thomasfreeman.com/LinkedIn: https://www.linkedin.com/in/thomasfreeman/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Sam Mollaei discuss:How the legal space has radically changed in the last few years. Why following up is key to bringing in new business. Refining your automations.The automation tools all lawyers should be using.  Key Takeaways:You need to understand automation before you can most effectively use it in your firm. The automations that work best for you may not be for someone else. But utilizing automations can save your team thousands of hours and thousands of dollars. When bringing in business, focus on where your clients are most coming from. In order to do that, you need to know where your leads are coming from. Your automations don’t have to be complicated or expensive, but they can make a massive difference. If nothing else, use Google Sheets.  "The other benefit of automation is it saves your team time. And if you're paying for your team, and on whatever an hourly basis, every minute that you save them is money earned by you." — Sam Mollaei Connect with Sam Mollaei:  Website: https://legalfunnel.com/ & https://mollaeilaw.com/YouTube: https://www.youtube.com/c/legalfunnelLinkedIn: https://www.linkedin.com/in/sammollaei/Facebook Group: https://facebook.com/groups/legalfunnel  Instagram: https://www.instagram.com/legalfunnel Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Ashley Robinson discuss:Authentic marketing and becoming the expert in your niche. How video can play a role in law marketing. Videos as a long term investment, not as a quick, results-now marketing tool. Creating regular content and reusing it in other ways.  Key Takeaways:Video is still a newer technology in the legal field. It can help lawyers gain trust and show expertise and credibility with their clients and potential clients. A high-end video effects more than just one-for-one marketing. It also can be used for years to come and can influence clients as well as strategic partners. Video adds a personal touch and a story that just showing numbers or images don’t do. Social media is not supposed to be high-end professional. It is supposed to be spontaneous and authentic.  "Marketing is casting as many nets as we can to hook people in, in whatever way we can hook them in. But it is not the 80s, it is 2022. People have to make impressions to gain trust and authority." —  Ashley Robinson Connect with Ashley Robinson:  Website: https://greencardiganmarketing.com/LinkedIn: https://www.linkedin.com/in/ashleyrobinsongcm/Facebook: https://www.facebook.com/GreenCardiganMarketingInstagram: https://www.instagram.com/green_cardigan_marketing/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Jay McAllister discuss:The value of technology used in the proper context.Coming to the table as a student in all that you do. Working smarter, not just harder, through the use of technology. What separates adequate practices from flourishing firms.  Key Takeaways:The more you illuminate your sphere of knowledge, the more you will learn that you do not know. Understanding the right tools for your firm and how they all work together is key to creating an ideal technology ecosystem for your firm. If you don’t embrace technology, you are limiting the reach of your firm and the reach of your growth. Business comes as a result of relationships.  "All the tools, in their base state, are essentially useless. It's only understanding the business outcomes that are required, and then pairing that with the proper optimization and setup of the tools, as well as ongoing support and training, that's what makes it critical." —  Jay McAllister Connect with Jay McAllister:  Website: paragonus.comEmail: Jason@paragonus.comPhone: 815-556-1145LinkedIn: linkedin.com/in/jaymcallisterit & linkedin.com/company/paragon-tech-incYouTube: youtube.com/channel/UCo7-PTYl-HY2ZGrMCQ-C3gQFacebook: facebook.com/Paragontechit Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Steve Hamburg discuss:Pursuing meaningful pursuits with a higher degree of conversion. Moving past the stigma of being a salesperson in your own mind. Practical tips for sales free selling. Creating your structure around selling to gain comfort with selling.  Key Takeaways:Winging it is not a strategy or a process. Engage a sales journal into your process in a way that works for you. If you can quantify it, you can track it and understand what you need to do in order to understand what activities are the most important. If you are planning on running your own firm, you have to be married to that venture. If you have a partner/spouse, you will want them to be on board with you. Luck favors those that work the hardest.  "To be a successful entrepreneur, you need to be willing to subject yourself to what makes you the most uncomfortable and thrive." —  Steve Hamburg Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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.