BE THAT LAWYER Steve Fretzin

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.

In this episode, Steve Fretzin and Robert Plotkin discuss:
Giving information away.
Writing a lead generating book while maintaining your law practice.
Benefits of writing a book above other kinds of content marketing.
What to do before publication, during promotion, and after publication.

Key Takeaways:
Even if you gave someone your entire process, nobody will be able to execute like you do because you have value to bring to the situation.
Break your book down into small, manageable bites. Also consider sharing some of the information as you go and get feedback as you go so it feels less monumental of a task.
Having a good outline in place is crucial - it gives you opportunities to break your script into smaller tasks that can be tackled in your 15 or 20 free minutes.
Have multiple ways of distributing your content - audio, digital, and print. People consume content in different ways, but you can also repackage that content in your content marketing.

"The thing about a book is it sends this separate meta message about your clout your credibility as an expert. I think most lawyers who are writing a book are trying to use it to establish or cement themselves as an expert, a thought leader, someone who knows how to get certain things done for their clients in the law and a book sends that meta message at just order of magnitude higher level. There's another meta message: by someone seeing that you wrote a book, they know you're someone who took the time and has the discipline to write a book. Even if they never read it, that sends a message to them." — Robert Plotkin

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:
The Paradox of Choice by Barry Schwartz

About Robert Plotkin: Robert Plotkin is a patent attorney who has specialized in obtaining software patents for his clients to maximize company value for over 25 years. He focuses on obtaining patents that his clients use to attract investment, generate revenue, and secure successful exits. His clients have gone toe-to-toe against the biggest tech companies in the world in patent litigation and emerged victorious. He is a co-founder of the boutique patent law firm Blueshift IP and is sought out by the world's leading software and AI companies to obtain, enforce, and leverage patents for success.

Connect with Robert Plotkin:
Website: https://blueshiftip.com/
LinkedIn: https://www.linkedin.com/in/robertplotkin/
LinkedIn: https://www.linkedin.com/company/blueshift-ip-llc/

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, Josh Blum, and Dr. Andre Caruso discuss:
Mistakes attorneys make that fail to gain trust.
Why trust matters and the different dimensions of trust.
Ways we can quickly build trust.
Making the right first impression.

Key Takeaways:
People hold how they feel about you higher than how competent you are.
You do not always need to be in lawyer mode. Turn off the lawyer speak, be more authentic and human, and you will improve your trust and likeability.
Put a little effort into building trust. You need to talk about more than the obvious or the weather.
Treat people they way they want to be treated. It is your responsibility to adapt to their communication style to be more trusted.

"When you can create some sort of connection with someone, it's going to help build that idea of trust. Even if it is just that subconscious thought of that connection." — Dr. Andre Caruso

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:
Start with Why by Simon Sinek

About Josh Blum: Josh Blum has worked for nearly 20 years within the professional services and financial services industries and worked with thousands of advisors, attorneys and accountants in his career educating them and their clients on how to successfully become trusted advisors to their clients.

Considered a subject matter expert Josh has served as President of the Financial Planning Association of Miami is a published author and currently sits as Chair of the Board of the FPA of Miami.

In addition to the educational services Josh provides and his pro-bono work he is also cofounder and partner in JB and The Doctor and IVOLVE Performance & Development. JB and The Doctor provide soft skills training to professionals to achieve greater productivity, enhance communication and minimize the cost of employee turnover.

About Dr. Andre Caruso: Dr. Andre Caruso, affectionately known as ”The Doctor” or “Doc”, combines his deep knowledge of psychology with extensive practical experience across many sectors. Earning a Doctorate in Psychology from Nova Southeastern University, his career has seamlessly transitioned from the hospitality industry along with significant roles in nonprofit organizations and special education, integrating with behavior modification and mindset development. This diverse experience underscores his ability to apply behavioral insights to effect positive, lasting change in both individuals and organizations.

Doc's approach to educating is both scientifically grounded and deeply empathetic, focusing on empowering individuals and teams to reach their full potential. Through innovative program development and hands-on training, he has dedicated his career to enhancing personal and professional growth. With over two decades of experience, Dr. Caruso stands out as a pivotal figure in the field, embodying a unique blend of theoretical knowledge and practical wisdom to inspire insight, resilience and growth.

Connect with Josh Blum and Dr. Andre Caruso:
Website: jbandthedoctor.com
Josh’s LinkedIn: linkedin.com/in/josh3837
Doc’s LinkedIn: linkedin.com/in/drandrecaruso
Instagram: instagram.com/jbandthedoctor
Facebook: facebook.com/jbandthedoctor
YouTube: youtube.com/jbandthedoctor

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 Jen Lee discuss:

Breaking the mold of traditional legal molds within ethical guidelines.
Legal models that are changing the game for attorneys.
The growing demand for legal services in underserved communities and non-traditional markets.
How COVID changed the legal landscape.



Key Takeaways:

The billable hour contributes to lawyer burnout and work-life imbalance as attorneys feel pressure to work long hours to pay off high student loans and meet law firm expectations.
Some variations for fee models include flat fees, hybrid, unbundled services, subscription models, and passive income (such as a sponsored podcast, a course, a book, etc.).
Part of your job as a lawyer is helping your clients accurately understand the costs of your services necessary to solve their problems.
Turn off your lawyer brain when thinking about business development. What do you like solving? Build a business model around that.



"The legal profession itself stands in its own way. We’ve got such a long tradition and history of how things have always been done. It’s almost a stodgy profession. We have a lot of regulations on us, and it's hard to come up with ideas to get around those or to be ethical. Attorneys worry about that a lot. We're very conservative with how we look at things." —  Jen Lee



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:

The Energy Bus: 10 Rules to Fuel Your Life, Work, and Team with Positive Energy by Jon Gordon
TV Show: What We Do in the Shadows

About Jen Lee: Jen Lee AKA Rebel Esquire. Once a mild-mannered attorney, now the superhero for lawyers intent on transforming an industry resistant to change. She is redefining the practice of law through innovation, accessibility, and a bold departure from the status quo. Jen is the owner of Lawyer Success Network® and host of the Rebel Esquire™ podcast.



Connect with Jen Lee: 

Website: https://www.lawyersuccessnetwork.com/

LinkedIn: https://www.linkedin.com/in/rebelesquire/

Facebook: https://www.facebook.com/groups/lawyersuccessnetwork

Instagram: https://www.instagram.com/rebelesquire



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 Tom Dunlap discuss:
Letting go of the old things to promote the new things.
The power in relinquishing control.
The two paths to scaling.
Finding the right fit for your team, clients, and fees.

Key Takeaways:
Having your name on the door makes you the lightning rod for problems. It is not as big of a benefit as most lawyers think.
If viable for your firm, consider bringing in non-lawyer team members who can help with the non-legal aspects of running a firm.
You have to find the right fit clients in the right stage in the right scope.
If some people don’t say ‘no’ to your fees, you’re charging way too little.

"You went to law school to be a lawyer. The highest and best use of your time is the billable hour and getting clients and keeping them happy. If you want to manage a law firm, you should have professionals who work for you doing it." — Tom Dunlap

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:
The Snowball System: How to Win More Business and Turn Clients into Raving Fans by Mo Bunnell

About Tom Dunlap: Tom is the managing partner of a law firm he does not run and is the better for it. Leveraging his time working in terrible law firm and corporate environments, and then leaving law to command a Recon Scout Platoon and Infantry company in the Us Army, together with a series of graduate projects crafted during his last years in an MBA program, much of Tom’s time, not practicing law, has been spent building his national firm of more than 80 lawyers from the ground up as a place where lawyers want to be.

In his legal practice as principally an IP and government contracts lawyer he has handled
numerous successful bid protests before the GAO and Court of Federal Claims, and Federal district court jury and bench trials as lead counsel including a $12 million jury verdict in a patent infringement case doubled as a result of punitive damages to $24,635,000 in the Bunch of Balloons case, and a $2,600,000 jury counterclaim verdict in a copyright and commercial litigation dispute over Blackwater. He is the past president of the Loudoun County Bar Association and admitted to the state and Federal bars of Virginia, Maryland, and Washington, DC, VA, and MD and more than 30 other Federal Courts. Tom has repeatedly been a Washington, D.C., and Virginia SuperLawyer (2006 – 2024).

Tom received his law degree from Washington & Lee University in Lexington, Virginia and earned an MBA and MS in Biotechnology at the University of Maryland.

Outside of law, Tom founded a successful software company for first-person MMORPG gaming, and a biotechnology company, where he was also an inventor on patents are that currently the standard used by NIH for COVID wastewater surveillance (www.ceresnano.com). Tom is also a licensed instrument pilot, PADI Master SCUBA Diver, Freemason, and avid runner, recently completing the 2023 Paris Marathon.

Connect with Tom Dunlap:
Website: dbllawyers.com
Show: dbllawyers.com/podcasts-seasons
LinkedIn: linkedin.com/in/tomdunlap & linkedin.com/company/dbllawyers
Twitter: twitter.com/DBLLawyers
Facebook: facebook.com/dbllawyers
Instagram: instagram.com/dbl_lawyers

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 Victoria Collier discuss:
Thinking about your law practice of the future.
Selling a book of business versus an actual business.
Balancing future needs with your current lifestyle.
Key components of having an exit strategy and preparing your firm for sale.
Technology that is supporting law firms to run better.

Key Takeaways:
A solo practice is an asset as a business itself, beyond the goodwill and book of business, when the practice is streamlined and built well.
Everyone can build assets into their firm, even if they are a solo firm.
Focus more on the net revenue, not the gross revenue, and you’ll be surprised to see how much your firm can grow and thrive.
Clients don’t care about the name on the door as much as they just want their problem solved.

"Gross revenue is not where the value is, that’s in the net revenue. If you're making decisions based on ‘I want to grow my gross revenue,’ then you are making other microdecisions below that, that affect your net revenue, and often it's not in the same direction." — Victoria Collier

Find out more about the 10 Easy-to-Execute Hacks to Unlock Your Full Potential Event 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:
24 Months to Freedom: How Modern Law Firms Use Smarter Staffing Solutions to Fast Track Their Way to Success by Brett Trembly

About Victoria Collier, Founder and CEO of Quid Pro Quo: Victoria is a seasoned entrepreneur with over 20 years of experience in the legal industry. She is a Certified Exit Planning and Value Builder Advisor and has been coaching lawyers since 2008 on how to add value to their law firms. After building and then selling her own 7-figure law firm in 2020, she founded Quid Pro Quo. It is now her mission to teach others the art and science to creating turnkey law offices, positioning to transition, and selling for profit.

Connect with Victoria Collier:
Website: https://quidproquolaw.com/
Podcast: https://quidproquolaw.com/smart-lawyers-position-to-transition/
Facebook Group: https://www.facebook.com/groups/1284225722042602/
LinkedIn: https://www.linkedin.com/in/victoria-collier-b10b992/
LinkedIn: https://www.linkedin.com/company/victoria-collier-coaching/
Facebook: https://www.facebook.com/VictoriaCollierCoach
Instagram: https://www.instagram.com/quidproquolaw

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.