BE THAT LAWYER Steve Fretzin

In this episode, Steve Fretzin and Michele Ross discuss:
Why patience and time are key to anything worthwhile.
Avoiding repeated mistakes and moving forward with improvement.
Business management tools to make your law firm more efficient.
Building a great team that works toward the same vision.

Key Takeaways:
You will have to find your way forward from the mistakes you make - and you will make mistakes. Don’t let them keep you down.
It is a balancing act and, as a law firm owner, the key is removing hats with delegation and technology. You cannot do everything all the time.
Understanding your values will help make hiring decisions easier because you know who you are looking for, even if you haven’t met them yet.
Ask your employees what their goals are - not just within the office, but outside of the office as well.

"Be interested in what your employees can contribute beyond just work product. Make them a part of the movement and the vision, because they're the ones that can really open your eyes up." — Michele Ross

Join our interactive webinar, "Quality Over Quantity: Getting More Qualified Clients" on June 11th, and secure your spot today! Sign up now at lawmatics.com/webinars

Thank you to our Sponsors!
Lawmatics: https://www.lawmatics.com/bethatlawyer/
Get Staffed Up: https://getstaffedup.com/bethatlawyer/
Green Cardigan Marketing: https://greencardiganmarketing.com/

Episode References:
Tom Dunlap: Scaling Your Law Firm with Business Experts
Shoe Dog: A Memoir by the Creator of Nike by Phil Knight

About Michele Ross: Michele L. Ross is an experienced business attorney and commercial litigator who focuses her practice in the areas of business law, real estate law, and employment law matters. Having represented a wide range of commercial clients in the transactional arena, as well as in a litigious setting, Ms. Ross' track record of success in and out of the courtroom has consistently helped her to achieve efficient and satisfying results for clients while minimizing the costs and delays that clients seek to avoid.

M. Ross & Associates, LLC is located in Englewood Cliffs, New Jersey in Bergen County and serves all of Northern New Jersey. Ms. Ross recognizes that the interests and financial position of each client varies considerably, which is why providing uniquely tailored legal solutions, in the most cost-efficient manner, is what distinguishes M. Ross & Associates, LLC from other small law firms.

Prior to establishing M. Ross & Associates, LLC, Ms. Ross gained substantial, sophisticated experience in high-stakes employment litigation where she represented several Fortune 500 companies while employed at national and international law firms located in New York City. Today, clients benefit from Ms. Ross' comprehensive legal background and her ability to provide personal attention and individualized service to her clients.

Connect with Michele Ross:
Website: https://www.mrossllc.com/
Phone: 201-568-2064
LinkedIn: https://www.linkedin.com/company/m-ross-associates-llc/
Facebook: https://www.facebook.com/mrossllc/
Instagram: https://www.instagram.com/litigationlane/

Connect with Steve Fretzin:
LinkedIn: Steve Fretzin
Twitter: @stevefretzin
Instagram: @fretzinsteve
Facebook: Fretzin, Inc.
Website: Fretzin.com
Email: Steve@Fretzin.com
Book: Legal Business Development Isn't Rocket Science and more!
YouTube: Steve Fretzin
Call 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 Kerry Barrett discuss:
Being on camera is a requirement - make it work for you.
Public speaking and having a camera presence.
Tips to do better with camera media content and presence.
Performing and speaking to engage your audience.

Key Takeaways:
When speaking to a group, in person, or on camera, you do not want to fall into legal speak. You need to speak to who your audience (or client) is in a way that they understand.
Look at the camera, not at your screen. It gives a connection with the audience that appears you’re looking directly at them.
Your voice is what creates the connection. Make sure you use your voice to repeatedly bring the audience in.
Preparation is key in your webinars. Know what your purpose is, know what your goal is, and keep your audience engaged from start to finish.

"You want to have a very specific agenda, you want to have very specific language, and you want to recognize that people tune out if you look like you don't have a specific purpose, or frankly, if you're boring." — Kerry Barrett

Join our interactive webinar, "Quality Over Quantity: Getting More Qualified Clients" on June 11th, and secure your spot today! Sign up now at lawmatics.com/webinars

Thank you to our Sponsors!
Lawmatics: https://www.lawmatics.com/bethatlawyer/
Get Staffed Up: https://getstaffedup.com/bethatlawyer/
Green Cardigan Marketing: https://greencardiganmarketing.com/

Episode References:
Goal Diggers Podcast with Jenna Kutcher: https://jennakutcherblog.com/goal-digger-podcast/

Connect with Kerry Barrett:
Website: https://www.kerrybarrett.com/
The Kerry Barrett Show Podcast: https://www.kerrybarrett.com/podcast/
YouTube: https://www.youtube.com/@IAmKerryBarrett
LinkedIn: https://linkedin.com/in/kerrybarrett/
Twitter: https://twitter.com/IamKerryBArrett
Facebook: https://www.facebook.com/IAmKerryBarrett
Instagram: https://www.instagram.com/iamkerrybarrett/
TikTok: https://www.tiktok.com/@iamkerrybarrett

Connect with Steve Fretzin:
LinkedIn: Steve Fretzin
Twitter: @stevefretzin
Instagram: @fretzinsteve
Facebook: Fretzin, Inc.
Website: Fretzin.com
Email: Steve@Fretzin.com
Book: Legal Business Development Isn't Rocket Science and more!
YouTube: Steve Fretzin
Call 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 Adrian Mendoza discuss:
Flipping the script on sales to professional development.
Spending your time in the best way for your skills and interests.
The importance of qualifying questions and building the right relationships.
Tips for networking effectively.

Key Takeaways:
Networking is about building relationships, not just about getting the business. It’s planting seeds to see what grows over time.
In order to know what to give, you have to listen. Don’t be so focused on giving your pitch that you’re ignoring what the other person’s needs and concerns are.
Ask the qualifying questions. If they are not the right fit for you, it would be a waste of your networking time.
You can say no and it be kind. You may not be the right fit for someone, but you may be able to introduce them to someone who is.

"If we believe that networking is about developing those relationships that you want, then it has to be based on trust. And if you're not sincere, people will see through it right away. People know when you're when you're putting on a front, when you're putting on an act. And honestly, nobody likes that." — Adrian Mendoza

Take the BE THAT LAWYER challenge at Fretzin.com!

Thank you to our Sponsors!
Lawmatics: https://www.lawmatics.com/bethatlawyer/
Get Staffed Up: https://getstaffedup.com/bethatlawyer/
Green Cardigan Marketing: https://greencardiganmarketing.com/

Episode References:
ProVisors: https://provisors.com/
In Our Time Podcast: https://www.bbc.co.uk/programmes/articles/598SVYJ2smP8qJlpH29y7Vj/podcasts

About Adrian Mendoza: Adrian is the managing partner of Lillig & Thorsness, Ltd. where he leads the litigation group. His practice includes business disputes, trust and estate litigation, fraud claims, and employment law matters. Adrian represents clients in the manufacturing, hospitality, real estate, legal, banking, and construction industries.

Connect with Adrian Mendoza:
Website: https://www.lilliglaw.com/
LinkedIn: https://www.linkedin.com/in/adrianmendoza/
LinkedIn: https://www.linkedin.com/company/lillig-&-thorsness-ltd./

Connect with Steve Fretzin:
LinkedIn: Steve Fretzin
Twitter: @stevefretzin
Instagram: @fretzinsteve
Facebook: Fretzin, Inc.
Website: Fretzin.com
Email: Steve@Fretzin.com
Book: Legal Business Development Isn't Rocket Science and more!
YouTube: Steve Fretzin
Call 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 Erik Reid discuss:
Why you should consider international hiring for your US-based company.
What to consider in doing remote versus in-house staffing.
The red flags to catch if you did make a wrong hiring decision.
Changing the stigma around international hiring.

Key Takeaways:
Using an aptitude test can help you understand someone’s potential within your organization even before you understand if they are the right fit for your organization.
Every role is different and different personalities will thrive in those different roles.
Communication and clear instructions can give you amazing experiences with virtual staffing and help you delegate the things on your list that are not worth your hourly rate.
Any role that can be worked remotely, can be worked internationally.

"If you want to break staffing down into the simplest form, it's 50%. Are they able to do the job? Are they cognitively able to do the job? Do they have the skills for it? And then the other 50% is, are they the right fit for the role? Is the role the right fit for that? And that's very subjective." — Erik Reid

Take the BE THAT LAWYER challenge at Fretzin.com!

Thank you to our Sponsors!
Lawmatics: https://www.lawmatics.com/bethatlawyer/
Get Staffed Up: https://getstaffedup.com/bethatlawyer/
Green Cardigan Marketing: https://greencardiganmarketing.com/

Episode References:
Atomic Habits by James Clear
How to become 37.78 times better at anything | Atomic Habits summary (by James Clear)

About Erik Reid: Erik Reid is the Co-Founder and Owner of Virtustant, a company dedicated on staffing exceptional international talent with companies worldwide. Starting the venture at 24 in the height of Covid, Erik has built a fully remote global business that staffs hundreds of individuals with dozens of companies. Under his leadership Virtustant has established itself as an innovative tactical solution in the realm of HR, empowering enterprises to expand operational teams swiftly and cost-effectively, ensuring sustained excellence and competitiveness.

Connect with Erik Reid:
Website: https://virtustant.com/
LinkedIn: https://www.linkedin.com/in/erik-reid-b0a077126/
LinkedIn: https://www.linkedin.com/company/virtustant/

Connect with Steve Fretzin:
LinkedIn: Steve Fretzin
Twitter: @stevefretzin
Instagram: @fretzinsteve
Facebook: Fretzin, Inc.
Website: Fretzin.com
Email: Steve@Fretzin.com
Book: Legal Business Development Isn't Rocket Science and more!
YouTube: Steve Fretzin
Call 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 Christina Martini discuss:

How Tina pivoted from engineering to legal.
Selling big law by increasing the stickiness factor through cross-selling.
Minding your assets in networking and cross-marketing.
Building your book of business authentically.

Key Takeaways:

The practice of law is not that different from having and nurturing the relationships in your life. Everything is all about relationships which are dynamic and require proactivity.
Good business development, whether in a solo firm or in big law, requires a multi-pronged approach. Leverage existing clients, leverage your network, and talk to your peers. The right work for you is out there, but you’ve got to ask for it.
Be prepared and have dynamic conversations with your potential clients. It will help build and nourish the relationship, but it will also create opportunities.
As a woman, embrace who you are, embrace your femininity and who you want to be in the world when you go to market. Be authentic in your relationship building and in building your book.

"The rubber really meets the road when you cross-sell your clients into areas that are completely unrelated to yours. That's how you institutionalize clients. That's how you increase the stickiness factor." —  Christina Martini

Find out more about the 10 Easy-to-Execute Hacks to Unlock Your Full Potential at: fretzin.com/events

Thank you to our Sponsors!

Lawmatics: lawmatics.com/bethatlawyer

Get Staffed Up: getstaffedup.com/bethatlawyer

Green Cardigan Marketing: greencardiganmarketing.com

Episode References:

Strategy and the Fat Smoker: Doing What’s Obvious But Not Easy by David Maister
Emotional Intelligence: Why It Can Matter More Than IQ by Daniel Goleman

About Christina Martini: Christina L. Martini is a partner with McDermott Will & Emery and serves as the Global Head of the Firm’s Trademark Prosecution & Controversy Practice. Tina focuses her practice on domestic and international trademark and copyright law, as well as domain name, Internet, advertising, unfair competition and entertainment law. She has extensive experience in counseling, prosecution, enforcement, due diligence and licensing matters, and in assisting clients in protecting their intellectual property rights through litigation and other means. Tina has also served as an expert witness regarding issues on trademark, unfair competition and trade dress law, as well as USPTO practice. Described as a “juggernaut in the trademark market,” Tina is a trusted advisor with a proven track record of successful outcomes for clients.

For many years, Tina has also been selected as one of America's leading intellectual property lawyers by Chambers & Partners, which has also given MWE’s Chicago Trademark Group a Band 1 ranking. Tina has also been rated AV Preeminent by Martindale-Hubbell and designated an Illinois Super Lawyer.

Tina is the host of “Paradigm Shift with Christina Martini” and is co-host of WGN Radio's popular show "Legal Face-Off." Since 2010, Chicago Lawyer has featured her legal column, "Inside Out.”

Connect with Christina Martini:

Website: mwe.com

Email: cmartini@mwe.com

Show: paradigmshiftshow.com

Show: wgnradio.com/wgn-plus/legal-face-off

LinkedIn: linkedin.com/in/christinamartini

X: twitter.com/TinaMartini10 & twitter.com/McDermottLaw

Facebook: facebook.com/McDermottWillandEmery

Instagram: instagram.com/christina_louise_martini &  instagram.com/mcdermott_law

Connect with Steve Fretzin:

LinkedIn: Steve Fretzin

X: @stevefretzin

Instagram: @fretzinsteve

Facebook: Fretzin, Inc.

Website: Fretzin.com

Email: Steve@Fretzin.com

Book: Legal Business Development Isn't Rocket Science and more!

YouTube: Steve Fretzin

Call 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 Josh Branch discuss:
Building trust with your network, clients, and prospective clients.
Developing your relationships and reputation.
The importance of preparedness to trust and likeability.
Finding natural affinities for helping to build trust.

Key Takeaways:
Building a relationship without trust will not lead to successful, healthy places.
Sometimes the truth is painful, but trust is built on honesty with everyone you’re talking to.
Clients who have trust in their lawyer are more likely to have a great rapport and feel confident in their representation.
People can tell when you’re feeding them a line and are not going to follow through. The key to trust is reliability and following through on those things you promise.

"What you're demonstrating is that you committed to something and you executed on it. There's a connection that happens when people can really know they can count on you versus just hearing you talk about them counting on you." — Josh Branch

Find out more about the 10 Easy-to-Execute Hacks to Unlock Your Full Potential at: https://fretzin.com/events

Thank you to our Sponsors!
Lawmatics: https://www.lawmatics.com/bethatlawyer/
Get Staffed Up: https://getstaffedup.com/bethatlawyer/
Green Cardigan Marketing: https://greencardiganmarketing.com/

Episode References:
Podcast: Smartless - https://www.smartless.com/

About Josh Branch: Josh’s interest in law began at the early age of 16 when he began working in a law firm as a high school student. Attending depositions and being inundated with the legal profession at an early age and with an inherent ability to argue succinctly, it was known by many that Josh would become a lawyer from an early age.

Growing up around medical doctors has also proved advantageous for Josh in his legal practice, in that he has learned and become familiar with a person’s physiology, which is continually being applied to his practice of personal injury law in Athens.

He attended undergraduate school at the University of Georgia and went to law school at Florida Coastal School of Law in Jacksonville, Florida.

Josh began his legal career in Pensacola, Florida working at an insurance defense firm, though his passion was always to help individuals rather than corporations. After enduring Hurricane Ivan, he was forced to move from Pensacola and eventually relocated to Athens, Georgia where he is devoted exclusively to pursuing justice for plaintiffs. Dedication to the injured individual’s plight remains his devoted pursuit.

Connect with Josh Branch:
Website: https://www.thegeorgiainjuryattorney.com/
Phone: 706-850-4994
LinkedIn: https://www.linkedin.com/in/josh-branch-a1127624/
LinkedIn: https://www.linkedin.com/company/the-law-office-of-joshua-w-branch-llc/
Facebook: https://www.facebook.com/TheLawOfficeofJoshuaWBranch/
Instagram: https://www.instagram.com/thelawofficeofjoshuawbranch/

Connect with Steve Fretzin:

LinkedIn: Steve Fretzin
Twitter: @stevefretzin
Instagram: @fretzinsteve
Facebook: Fretzin, Inc.
Website: Fretzin.com
Email: Steve@Fretzin.com
Book: Legal Business Development Isn't Rocket Science and more!
YouTube: Steve Fretzin
Call 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.