BE THAT LAWYER

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. 

Belle Walker, Founder and CEO of Belleview Consulting, shares her expertise in organizational efficiency and process improvement for law firms. She discusses why law firms often face inefficiencies due to unclear roles and miscommunication. Belle emphasizes the importance of structured processes and clear communication for success. She also explores how technology and legal automation can enhance operations, while cautioning against eliminating too much redundancy. Effective leaders must communicate the reasons behind changes to secure team buy-in and achieve long-term success.

Nicola Hobeiche, an experienced in-house counsel and co-host of Counsel Brew, teams up with Shereen El Domeiri, a creative legal professional with diverse experience, to dive into the dynamics between in-house and outside counsel. They discuss the vital need for concise legal guidance amid rapid decision-making. Understanding business acumen is crucial for lawyers to align legal advice with corporate goals. With effective communication preferences highlighted, they emphasize building genuine relationships and adding value beyond mere work requests.

In this episode, Steve Fretzin and Mike Chastaine discuss:Managing time effectively and focusing on high-value tasksLaw firm growth and business developmentThe psychology of productivityWork-life balance and self-improvement Key Takeaways:Prioritizing control over your daily schedule is essential because, rather than trying to manage time itself, lawyers should focus on managing their actions by scheduling focused work blocks, minimizing distractions, and ensuring that key priorities are intentionally planned.Using the 80/20 rule can drastically improve efficiency by identifying and focusing on the 20% of tasks that produce 80% of the results while delegating or eliminating lower-value work that consumes time without contributing significantly to success.Starting the day with meditation, gratitude journaling, and small victories (like making your bed) sets the tone for a more productive and controlled day.Applying the Profit First method to law firm finances can help ensure long-term financial stability by reversing the traditional approach to budgeting, prioritizing profit from the start, monitoring cash flow daily, and making strategic spending decisions only after ensuring profitability. "There's no such thing as time management, because you don't manage time. What you manage is your conduct." —  Mike ChastaineGot 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: Profit First by Mike Michalowicz: https://www.amazon.com/Profit-First-Transform-Cash-Eating-Money-Making/dp/073521414X/ About Mike Chastaine: Mike Chastaine is an award-winning attorney, speaker, and author with decades of experience in and out of the courtroom. After 16 years as a public defender and six years at a large firm, he founded the Chastaine Law Office in 2007, growing it into a seven-figure practice recognized as the Best Criminal Defense Firm in Northern California. In 2021, he sold the firm and shifted his focus to coaching and consulting, helping attorneys build successful, sustainable practices.  Connect with Mike Chastaine:  Website: https://michaelchastaine.com/Email: mike@chastainejones.comLinkedIn: https://www.linkedin.com/in/michael-chastaine-4683104/Facebook: https://www.facebook.com/mike.chastaine 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 Bruce La Fetra discuss:The importance of understanding your best clientsMarketing strategy for law firms in a competitive landscapeThe difference between experts and advisorsThe power of client testimonials and validation Key Takeaways:The best clients are not only more profitable but also easier to work with, as they buy faster, pay more, and create fewer headaches, making them essential for long-term business growth.Law firm marketing should shift from highlighting expertise to showcasing the real-world impact of legal services, such as improving business operations, reducing risks, or increasing revenue.Client testimonials are most effective when they emphasize specific, measurable outcomes—like increased working capital or faster contract execution—rather than vague endorsements.A law firm’s messaging, from its website to client conversations, should be strategically crafted to reflect what its best clients truly value, ensuring better alignment and stronger relationships. "So, a lot of times, people don't know why their firm is successful. They know they have clients that they love working with, and those clients would go nowhere else, but they don't know why." —  Bruce La Fetra 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 History of English Podcast: https://podcasts.apple.com/us/podcast/the-history-of-english-podcast/id538608536 About Bruce La Fetra: Law firm owners hire Bruce La Fetra to transform their marketing and positioning by attracting clients who buy faster, pay more, and make more referrals. Rainmakers call Bruce "The Client Whisperer" because he teaches them—and their firms—how to Think Like Your Best Clients.Bruce takes a unique approach to understanding Best Clients. He reverse-engineers the best relationships so firms can clone their Best Clients by doing more of what they do best. Connect with Bruce La Fetra:  Website: http://eastwoodstrategy.com/Email: bruce@easteoodstrategy.comLinkedIn: https://www.linkedin.com/in/blafetra/ 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 James Rodgers discuss:Evolution and confusion surrounding DEI in the workplaceHuman nature’s role in shaping workplace dynamicsAI and automation as the next diversity challengeManaging generational differences in the workforce Key Takeaways:DEI has repeatedly risen and fallen as activists and organizations redefine it, creating confusion over its true purpose.The next diversity challenge extends beyond human differences to integrating AI, robotics, and automation into the workforce.Instead of hiring based on identity markers like race or gender, leaders should prioritize missing perspectives that drive innovation and problem-solving.Effectively managing generational differences requires direct engagement with individuals rather than relying on broad assumptions about their work ethics or expectations. "Forty years ago, the new reality was that there was going to be a new mix of human beings in the workplace. Now, the new reality is that there is going to be a mix of humans and non-human entities in the workplace." —  James Rodgers 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: Behind The Human with Marc Champagne: https://podcasts.apple.com/us/podcast/behind-the-human-with-marc-champagne/id1342231432 About James Rodgers: Dr. James O. Rodgers, known as “The Diversity Coach,” has spent 35+ years pioneering diversity management as a core enterprise discipline. Recognized as the #1 thought leader in the field, his books Managing Differently and Diversity Training That Generates Real Change are used in MBA programs and corporate initiatives worldwide. By blending sound management principles with practical diversity strategies, he emphasizes simplicity, pragmatism, and sustainability. He also coaches C-suite executives and directs the Executive Academy of ITSMF, preparing leaders of color for a changing world. Connect with James Rodgers:  Website: http://jamesorodgers.com/Email: jora@thediversitycoach.comBook: https://www.amazon.com/stores/James-O.-Rodgers/author/B001K7Y9WCLinkedIn: https://www.linkedin.com/in/jamesorodgers/ & https://www.linkedin.com/company/51680091/admin/dashboard/Facebook: https://www.facebook.com/james.rodgers.14661261/ & https://www.facebook.com/epiphanythebooks/ 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 Saja Raoof discuss:Introversion in professional networkingBuilding a legal practice as an introvertManaging energy and making meaningful connectionsThe role of systems in business development Key Takeaways:Taking intentional breaks during networking events, such as stepping away for alone time, is a crucial strategy for introverts to manage their energy and remain engaged without feeling overwhelmed.Introverts can make networking conversations more comfortable and effective by asking open-ended questions, such as ‘How did you get into your career?,’ which encourages others to share while allowing them to listen rather than dominate the discussion.Careful preparation before networking events—such as identifying key people to meet, reaching out in advance, and setting clear goals like making three meaningful connections—helps introverts feel more in control and makes the experience less daunting.Although introverts may shy away from the spotlight, embracing opportunities to speak, give testimonials, or lead discussions allows them to establish credibility and expand their network without relying on small talk or forced social interactions. "I am so outspoken about being an introvert exactly to send a message to the people who are a little too close, or just, you know, it's okay to embrace and it's okay to talk about." —  Saja Raoof Be That Lawyer is now syndicated on Above the Law! Catch all our new episodes and my monthly column there—spread the word and help us grow: https://abovethelaw.com/ 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: Quiet by Susan Cain: https://www.amazon.com/Quiet-Power-Introverts-World-Talking/dp/0307352153Networking for People Who Hate Networking by Devora Zack: https://www.amazon.com/Networking-People-Who-Hate-Underconnected/dp/1605095222 About Saja Raoof: Saja Raoof is a San Francisco-based business immigration attorney. Though an introvert, she owes much of her professional success to networking. Saja will share tips on how introverts can not only survive but thrive at networking, and how they can leverage their strengths to build meaningful business relationships. Connect with Saja Raoof:  Website: https://www.sar.law/Email: sar@sar.lawLinkedIn: https://www.linkedin.com/in/sajaraoof/ 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 Jay McAllister discuss:The evolving role of AI in legal practiceLeveraging AI for business development and marketingEthical and risk considerations when using AI in lawThe future of legal technology and the rise of agentic AI Key Takeaways:Many law firms have shifted from traditional keyword-based legal research to AI-powered tools that analyze case law and provide curated, context-aware results, significantly reducing time spent on research.Insurance carriers and other clients are leveraging data analytics and AI to challenge the hours law firms bill, forcing firms to adopt more efficient AI-driven workflows.A Stanford AI ethics professor submitted a legal brief with fabricated citations generated by AI, leading the judge to reject it outright and issue a warning that lawyers must verify AI-generated content before submitting it to court.Future AI systems will not only respond to queries but proactively complete legal tasks by recognizing key case milestones, drafting motions automatically, and sending them for attorney review. "There were jobs that were lost, but ultimately, I don't think of it as a job that was lost. These jobs were transitioned to perform more useful, more useful activities." —  Jay McAllister Be That Lawyer is now syndicated on Above the Law! Catch all our new episodes and my monthly column there—spread the word and help us grow: https://abovethelaw.com/ 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 Jay McAllister: Jay McAllister is the CEO of Paragon Tech. Driven by an unquenchable thirst for applied learning and innovation, Jay helps lawyers get the most out of their technology. In other words, they go from low-tech and busy to high-tech and productive. Connect with Jay McAllister:  Website: http://paragontechit.com/Email: jay@paragontechit.comLinkedIn: https://www.linkedin.com/in/jaymcallisterit/ 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. d

In this episode, Steve Fretzin and Ken Hardison discuss:Growing a law firm that runs independently and becomes a sellable assetBuilding relationships and giving value firstUsing structured processes and key metrics to drive predictable growthMentorship, collaboration, and shared expertise Key Takeaways:A law firm can only be sold for real value if it operates independently, maintains a steady case pipeline, and tracks performance through key metrics, ensuring buyers see it as a sustainable business rather than a personal brand.Lawyers who struggle with referrals often fail to ask, lack the right approach, or don't invest time in relationship-building, but those who prioritize value, reciprocity, and consistent engagement create a steady flow of high-quality referrals.Most lawyers lose business due to poor follow-up, but staying top-of-mind with referral sources through personalized thank-yous, occasional gifts, and regular check-ins ensures they continue sending cases your way.True financial success in law comes not from chasing profits but from focusing on genuinely helping people, because when clients and colleagues trust that you care, they are far more likely to send you business. "You get what you want out of life by helping enough other people get what they want out of life.." —  Ken Hardison Be That Lawyer is now syndicated on Above the Law! Catch all our new episodes and my monthly column there—spread the word and help us grow: https://abovethelaw.com/ 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: Mastering the Rockefeller Habits by Verne Harnish: https://www.amazon.com/Mastering-Rockefeller-Habits-22nd-Anniversary-dp-B0CXCDYCHN/dp/B0CXCDYCHN/ About Ken Hardison: Kenneth L. Hardison is a lawyer, author, and founder of PILMMA, the Personal Injury Lawyers Marketing & Management Association. Known as the "Millionaire Maker," Ken has grown and sold two multi-million-dollar law firms and now helps lawyers across the U.S. grow and scale their law firms to build the practice of their dreams. Connect with Ken Hardison:  Website: https://www.pilmma.org/Email: ken@pilmma.orgLinkedIn: https://www.linkedin.com/in/kenhardison/Twitter: https://twitter.com/PILMMAFacebook: https://www.facebook.com/PILMMAInstagram: https://www.instagram.com/pilmma/ 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.