BE THAT LAWYER

Noel Andrews: Why Delegation Is the Key to Growing a Firm

In this episode, Steve Fretzin and Noel Andrews discuss: * Prioritizing others to drive long-term success * Delegation as a lever for higher-value work * Hiring and managing support effectively * Shifting from doing to thinking as a leader   Key Takeaways: * Sustainable business growth comes from helping team members, clients, and referral partners achieve their goals first. Celebrate client milestones, develop your team, and make introductions without expecting immediate returns. Focusing outward builds trust, loyalty, and lasting relationships that compound over time. * Lawyers often get stuck handling admin, marketing, and operations alongside legal tasks. Listing tasks to delegate frees you to focus on work only you can do and grow the firm strategically. Delegation transforms busywork into leverage and career impact. * Start with clarity: define tasks first, then map them to a role, location, and level of support. Remote talent in regions like Eastern Europe or South Africa can provide high-quality work at a lower cost. Clear KPIs, meaningful projects, and trust are more effective than micromanaging hours. * Resist the urge to control every detail; hire capable assistants to own outcomes. Delegating at a high level frees time for strategic thinking and future planning. Leaders must balance action with observation to maximize impact and firm growth.   "Every single time I’ve ever done the next stage for me, or the next step in really investing in supporting my team, particularly in their personal lives, the results are just huge." —  Noel Andrews "Profit is what happens when you get everything else right." — Yvon Chouinard, Founder of Patagonia   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   Ready to go from good to GOAT in your legal marketing game? Don’t miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org [https://www.pimcon.org/]/   Thank you to our Sponsor! Rankings.io: https://rankings.io/ [https://rankings.io/]   Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ [https://fretzin.com/]   About Noel Andrews: Noel Andrews is the CEO of JobRack, a global recruitment company that helps entrepreneurs and business owners hire high-quality remote talent, primarily from Eastern Europe and South Africa. With a background in online business and operations, Noel specializes in building systems that allow founders to delegate effectively, scale sustainably, and reclaim time for higher-level thinking. Through JobRack, he has helped hundreds of companies move beyond founder overload by hiring experienced, proactive team members who can truly own outcomes. Noel is known for his practical, clarity-first approach to hiring, leadership, and remote team management, emphasizing trust, accountability, and long-term leverage over micromanagement.   Connect with Noel Andrews:   Website: https://jobrack.eu/ [https://jobrack.eu/] LinkedIn: https://www.linkedin.com/in/noelandrews/ [https://www.linkedin.com/in/noelandrews/] Ashley Robinson: https://www.linkedin.com/in/ashleyrobinsongcm/ [https://www.linkedin.com/in/ashleyrobinsongcm/]   Connect with Steve Fretzin: LinkedIn: Steve Fretzin [https://www.linkedin.com/in/stevefretzin/] Twitter: @stevefretzin [https://twitter.com/stevefretzin] Instagram: @fretzinsteve [https://www.instagram.com/fretzinsteve/] Facebook: Fretzin, Inc. [https://www.facebook.com/fretzinsteve] Website: Fretzin.com [https://fretzin.com/] Email: Steve@Fretzin.com [Steve@Fretzin.com] Book: Legal Business Development Isn't Rocket Science [https://www.fretzin.com/about/books/] and more! [https://fretzin.com/about/books/] YouTube: Steve Fretzin [https://www.youtube.com/user/SalesResultsInc] Call Steve directly at 847-602-6911   Audio production by Turnkey Podcast Productions. [https://www.turnkeypodcast.com/] You're the expert. Your podcast will prove it.

Jay Harrington: Why Business Development Is a Skill Every Lawyer Must Learn

In this episode, Steve Fretzin and Jay Harrington discuss: * Reframing business development as relationship-building * The power of owning a book of business * Clarifying motivation to overcome resistance to business development * Executing business development with focus, structure, and preparation   Key Takeaways: * Business development is not selling or persuasion but consistent, helpful relationship-building over time. The myth of “natural rainmakers” keeps lawyers from starting when business development is actually a learnable skill. Approaching business development like legal training makes it practical, repeatable, and less intimidating. * After several years of practice, firms expect lawyers to have portable client relationships. A book of business creates leverage, autonomy, and flexibility across firms or career paths. Without one, even strong lawyers may find their options limited. * Many lawyers avoid business development due to fear, overwhelm, or discomfort with selling. Sustainable effort starts by defining a clear personal “why,” such as freedom or stability. Because client work always takes priority, business development only happens when time is protected intentionally. * Consistent actions like scheduled outreach, focused contact lists, and light thought leadership compound. Effective networking prioritizes generosity, warm introductions, and strategic communities. Securing a meeting is only the start; preparation and process determine whether opportunities close.   "Business Development is not some secret. It truly is just relationship building, being consistent, being helpful to people." —  Jay Harrington   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   Ready to go from good to GOAT in your legal marketing game? Don’t miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org [https://www.pimcon.org/]/   Thank you to our Sponsor! Rankings.io: https://rankings.io/ [https://rankings.io/]   Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ [https://fretzin.com/]   About Jay Harrington: Before joining Latitude, Jay spent more than 25 years in the legal industry as a practicing attorney and entrepreneur. He began his career in corporate restructuring with Skadden, Arps, Slate, Meagher & Flom LLP in Chicago and later practiced at Foley & Lardner LLP in Detroit. In 2009, he founded his own boutique law firm in Detroit, where he represented companies and executives in complex business disputes and restructuring matters. For the past decade, Jay has advised lawyers and law firms on business development, marketing, and strategy through his own consulting firm. He is a frequent keynote speaker and workshop leader at law firm retreats, bar association events, and professional conferences, focusing on topics such as productivity, leadership, and practice growth. Jay is also the author of three books for lawyers—The Productivity Pivot, The Essential Associate, and One of a Kind—each focused on helping attorneys build rewarding, sustainable, and successful practices. He earned his J.D. from the University of Michigan Law School and his B.A. from Bowling Green State University, where he played Division I baseball and competed in the 1998 College World Series Regionals. Outside of work, Jay is a U.S. Soccer–licensed coach and manages his twin daughters’ competitive North Storm club team. He and his wife, Heather, live in Michigan with their three daughters. He enjoys spending time outdoors—hiking, mountain biking, and paddle boarding—and experience has taught him that the best ideas often come while on the trail or on the water.   Connect with Jay Harrington:   Website: https://latitudelegal.com/ [https://latitudelegal.com/] LinkedIn: https://www.linkedin.com/in/jayharrington/ [https://www.linkedin.com/in/jayharrington/]   Connect with Steve Fretzin: LinkedIn: Steve Fretzin [https://www.linkedin.com/in/stevefretzin/] Twitter: @stevefretzin [https://twitter.com/stevefretzin] Instagram: @fretzinsteve [https://www.instagram.com/fretzinsteve/] Facebook: Fretzin, Inc. [https://www.facebook.com/fretzinsteve] Website: Fretzin.com [https://fretzin.com/] Email: Steve@Fretzin.com [Steve@Fretzin.com] Book: Legal Business Development Isn't Rocket Science [https://www.fretzin.com/about/books/] and more! [https://fretzin.com/about/books/] YouTube: Steve Fretzin [https://www.youtube.com/user/SalesResultsInc] Call Steve directly at 847-602-6911   Audio production by Turnkey Podcast Productions. [https://www.turnkeypodcast.com/] You're the expert. Your podcast will prove it.

Mathew Kerbis: How AI Is Forcing Lawyers to Rethink Pricing

In this episode, Steve Fretzin and Mathew Kerbis discuss: * AI’s impact on billable work * Recognizing the limits of hourly and flat fees * Using subscriptions to create stability and scale * Positioning lawyers for long-term resilience   Key Takeaways: * AI is set to automate most billable legal tasks, collapsing the hours firms rely on for revenue. Continuing to bill time while effort shrinks creates ethical and financial strain. The profession must rethink pricing before the model breaks entirely. * Hourly billing punishes efficiency and leaves clients unable to budget. Flat fees help, but often trigger resistance when AI makes work appear “too easy.” Both models strain under faster, AI-driven workflows. * Subscription pricing offers predictable costs for clients and recurring value for firms. Changing needs are handled through tier shifts instead of constant renegotiation. This approach opens access to the vast unmet legal market. * Solo and small firms can thrive by pairing subscriptions with purpose-built AI tools. Clear value mapping enables strong good-better-best service tiers. Sustainable growth requires leverage, focus, and letting go of doing everything alone.   "The flat fee or fixed fee model… hasn’t supplanted the billable hour… because of exactly this problem I call the under‑scoping and over‑scoping problem. You don't know if you're going to overscope or underscope the work when it's on a fixed‑fee model." —  Mathew Kerbis   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   Ready to go from good to GOAT in your legal marketing game? Don’t miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org [https://www.pimcon.org/]/   Thank you to our Sponsor! Rankings.io: https://rankings.io/ [https://rankings.io/]   Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ [https://fretzin.com/]   About Mathew Kerbis: Mathew Kerbis is the founder of Subscription Attorney LLC and co-founder of practi.ai, where he helps lawyers move beyond the billable hour and build sustainable, client-friendly practices. A longtime advocate for subscription-based legal services, Mathew pioneered one of the earliest low-cost legal subscription models and has since expanded into fractional general counsel work for small businesses. He also hosts the Law Subscribed podcast, where he explores alternative fee models, legal innovation, and the future of law in an AI-driven world.   Connect with Mathew Kerbis:  Website: https://www.practi.ai/ [https://www.practi.ai/]  LinkedIn: https://www.linkedin.com/in/kerbisverse/ [https://www.linkedin.com/in/kerbisverse/]   Connect with Steve Fretzin: LinkedIn: Steve Fretzin [https://www.linkedin.com/in/stevefretzin/] Twitter: @stevefretzin [https://twitter.com/stevefretzin] Instagram: @fretzinsteve [https://www.instagram.com/fretzinsteve/] Facebook: Fretzin, Inc. [https://web.facebook.com/fretzinsteve] Website: Fretzin.com [https://fretzin.com/] Email: Steve@Fretzin.com [Steve@Fretzin.com] Book: Legal Business Development Isn't Rocket Science [https://www.fretzin.com/about/books/] and more! [https://fretzin.com/about/books/] YouTube: Steve Fretzin [https://www.youtube.com/user/SalesResultsInc] Call Steve directly at 847-602-6911   Audio production by Turnkey Podcast Productions. [https://www.turnkeypodcast.com/] You're the expert. Your podcast will prove it.

Promoting Future Rainmakers

In this episode, Steve Fretzin and Mandy McCormack discuss: * Recognizing business development as a critical legal skill * Aligning coaching with motivation and execution * Building authentic personal branding * Creating lasting impact through structured support   Key Takeaways: * Marketing, planning, and relationship-building are essential for long-term career success, not optional extras. Structured coaching transforms these skills into sustainable, high-ROI practices. * Coaching works best when goals, gaps, and willingness to act are clear. Alignment between the lawyer’s needs and the coach’s methods drives meaningful results. * Sharing personal stories alongside professional expertise strengthens trust, deepens relationships, and attracts clients who resonate with values, not just credentials. * Combining training, personalized coaching, and on-demand guidance enables lawyers to internalize skills, stay focused, and achieve long-term growth without dependency on the coach.   "I don’t think anybody wants to follow someone who talks the talk but isn’t walking the walk. I have to be doing those things at an incredibly high level to be able to coach my clients on it." —  Steve Fretzin   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   Ready to go from good to GOAT in your legal marketing game? Don’t miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org [https://www.pimcon.org/]/   Thank you to our Sponsor! Rankings.io: https://rankings.io/ [https://rankings.io/]   Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ [https://fretzin.com/]   About Mandy McCormack: Mandy McCormack, Esq., is the founder of McCormack Law LLC, where she specializes in estate planning, tax law, and related advisory services. She helps clients navigate complex financial and legal decisions with clarity and confidence, creating tailored plans that protect assets, minimize tax liability, and provide peace of mind. Mandy is dedicated to combining technical expertise with a personal, approachable style, ensuring that every client understands their options and feels supported in the planning process. She is committed to helping individuals, families, and business owners prepare for the future while aligning legal strategies with their goals and values.   Connect with Mandy McCormack:  Website: https://mccormacklawllc.com/ [https://mccormacklawllc.com/] Yelp: https://www.yelp.com/biz/mccormack-law-brookfield-2 [https://www.yelp.com/biz/mccormack-law-brookfield-2] LinkedIn: https://www.linkedin.com/in/amandamccormacklaw/ [https://www.linkedin.com/in/amandamccormacklaw/] Facebook: https://www.facebook.com/profile.php?id=61568230072605 [https://www.facebook.com/profile.php?id=61568230072605]   Connect with Steve Fretzin: LinkedIn: Steve Fretzin [https://www.linkedin.com/in/stevefretzin/] Twitter: @stevefretzin [https://twitter.com/stevefretzin] Instagram: @fretzinsteve [https://www.instagram.com/fretzinsteve/] Facebook: Fretzin, Inc. [https://web.facebook.com/fretzinsteve] Website: Fretzin.com [https://fretzin.com/] Email: Steve@Fretzin.com [Steve@Fretzin.com] Book: Legal Business Development Isn't Rocket Science [https://www.fretzin.com/about/books/] and more! [https://fretzin.com/about/books/] YouTube: Steve Fretzin [https://www.youtube.com/user/SalesResultsInc] Call Steve directly at 847-602-6911   Audio production by Turnkey Podcast Productions. [https://www.turnkeypodcast.com/] You're the expert. Your podcast will prove it.

Chris Earley: How Lawyers Win Attention in a Crowded Industry

In this episode, Steve Fretzin and Chris Earley discuss: * Treating consistency as the real competitive edge * Building trust through authenticity over achievement * Matching platforms to where your audience already lives * Playing the long game of value before promotion   Key Takeaways: * Showing up every day with content is not a tactic but the game itself. One post a day over time compounds into trust, visibility, and separation. Most lawyers will not endure the discipline, which is precisely why it works. * Audiences respond more to struggle, growth, and honesty than polished wins. Sharing mistakes, personal history, and lessons humanizes the professional brand. Credibility grows faster when vulnerability comes before accomplishment. * Effective content starts by knowing who you serve and where they spend their attention. B2B audiences tend to gather on LinkedIn, while B2C clients live elsewhere. Posting everywhere is fine, but focus belongs where attention already flows. * Education, insight, and generosity must outweigh direct selling over time. Promotion works only after value has been delivered consistently and visibly. Your brand strengthens when service leads and asks follow.   “I think the practitioner should be posting, if you really want to get serious, once a day on LinkedIn… One post. Can you do that for a year and stick with that? I’ve done that for like four or five years, and the flywheel just expands." —  Chris Earley   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   Ready to go from good to GOAT in your legal marketing game? Don’t miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org [https://www.pimcon.org/]/   Thank you to our Sponsor! Rankings.io: https://rankings.io/ [https://rankings.io/]   Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ [https://fretzin.com/]   About Chris Earley: Christopher Earley is a Boston-based personal injury attorney and founder of Earley Law Group Injury Lawyers, where he has devoted nearly two decades to advocating for injury victims and standing up to powerful insurance companies. He holds a J.D. from New England Law (2004) and is admitted to practice in Massachusetts. Chris is also an accomplished author of multiple consumer guides, a legal columnist for the American Bar Association and Massachusetts Lawyers Weekly, and a frequent speaker on law firm business topics. His work has earned recognition, including multiple Massachusetts Super Lawyer honors. Beyond law, he serves his community through youth sports coaching and local partnerships, all while emphasizing clear communication, client education, and relentless advocacy.   Connect with Chris Earley:    Website: https://www.chrisearley.com/ [https://www.chrisearley.com/] Justia Lawyers: https://lawyers.justia.com/lawyer/christopher-earley-1335943 [https://lawyers.justia.com/lawyer/christopher-earley-1335943] YouTube: https://www.youtube.com/user/ChrisEarleyLaw [https://www.youtube.com/user/ChrisEarleyLaw] Twitter: https://twitter.com/chrisearleylaw [https://twitter.com/chrisearleylaw] Facebook: https://www.facebook.com/Law-Offices-of-Christopher-Earley-104980886333/ [https://www.facebook.com/Law-Offices-of-Christopher-Earley-104980886333/] Instagram: https://www.instagram.com/earleylawgroupinjurylawyers/ [https://www.instagram.com/earleylawgroupinjurylawyers/]   Connect with Steve Fretzin: LinkedIn: Steve Fretzin [https://www.linkedin.com/in/stevefretzin/] Twitter: @stevefretzin [https://twitter.com/stevefretzin] Instagram: @fretzinsteve [https://www.instagram.com/fretzinsteve/] Facebook: Fretzin, Inc. [https://web.facebook.com/fretzinsteve] Website: Fretzin.com [https://fretzin.com/] Email: Steve@Fretzin.com [Steve@Fretzin.com] Book: Legal Business Development Isn't Rocket Science [https://www.fretzin.com/about/books/] and more! [https://fretzin.com/about/books/] YouTube: Steve Fretzin [https://www.youtube.com/user/SalesResultsInc] Call Steve directly at 847-602-6911   Audio production by Turnkey Podcast Productions. [https://www.turnkeypodcast.com/] You're the expert. Your podcast will prove it.