BE THAT LAWYER

In this episode, Steve Fretzin and K'Lee Terrazas discuss: * The importance of lead generation for building and sustaining a business * Common blind spots lawyers face in marketing and business development * How intake processes affect client acquisition and law firm growth * The role of coaching, auditing, and systems in scaling effectively   Key Takeaways: * Many law firms fail because they do not track essential numbers like ROI, cost per acquisition, or client lifetime value, leaving them “flying blind.” * A poor intake process—such as calls going unanswered, being handled unprofessionally, or staffed with undertrained employees—can turn high-quality leads into lost opportunities. * Investing in skilled coaches and quality marketing services often yields exponential returns, whereas cutting corners in these areas leads to wasted money and lost clients. * Scaling requires breaking through discomfort by improving systems and recognizing when existing strategies or staff can no longer take the firm to the next level.   "People have to feel like they are heard and that they’re cared about, or they’re going to go somewhere else." —  K'Lee Terrazas   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! Legalverse Media: https://legalversemedia.com/ [https://legalversemedia.com/]   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/]   Episode References:  * Oversubscribed by Daniel Priestley: https://www.amazon.com/Oversubscribed-How-People-Lining-Business/dp/0857088254 [https://www.amazon.com/Oversubscribed-How-People-Lining-Business/dp/0857088254] * Key Person of Influence by Daniel Priestley: https://www.amazon.com/Key-Person-Influence-Revised-Five-Step/dp/178133109X [https://www.amazon.com/Key-Person-Influence-Revised-Five-Step/dp/178133109X] * Fireproof by Mike Morse and with John Nachazel: https://www.amazon.com/Fireproof-Five-Step-Unpredictable-Wildly-Profitable/dp/1544508530 [https://www.amazon.com/Fireproof-Five-Step-Unpredictable-Wildly-Profitable/dp/1544508530]   About K'Lee Terrazas: K’Lee Terrazas is the founder of Legal Lead Sharks and co-founder of Intake EQ, where she helps law firms turn more clicks into signed cases through smarter client acquisition and modern intake systems. With 15+ years in sales and marketing, she and her team specialize in Google Ads while focusing just as much on what happens after the lead—building end-to-end systems that eliminate bottlenecks and convert at a higher rate. Intake EQ uses AI Voice Agents that sound human, work around the clock in multiple languages, and handle overflow without adding intake staff. Alongside her husband Jason, K’Lee also launched PayLynx Global to support firms with backend automation in payroll, HR, and compliance.   Connect with K'Lee Terrazas:   Website: https://legalleadsharks.com/ [https://legalleadsharks.com/] & intake-eq.com [http://intake-eq.com] Legal Lead Sharks Podcast: https://www.youtube.com/@LegalLeadSharksPodcast [https://www.youtube.com/@LegalLeadSharksPodcast] LinkedIn: https://www.linkedin.com/in/k-lee-terrazas-9366b31b4/ [https://www.linkedin.com/in/k-lee-terrazas-9366b31b4/] Facebook: https://www.facebook.com/klee.terrazas [https://www.facebook.com/klee.terrazas] & https://www.facebook.com/profile.php?id=61578128520758 [https://www.facebook.com/profile.php?id=61578128520758] Instagram: https://www.instagram.com/legalleadsharks/ [https://www.instagram.com/legalleadsharks/] 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.

In this episode, Steve Fretzin and Ed Alexander discuss: * Challenges and risks in forming and managing law firm partnerships * Strategic considerations and planning for succession and law firm exits * The importance of communication, expectations, and alignment in business relationships * Diversifying marketing and building sustainable value in a law practice   Key Takeaways: * Many law firm partnerships collapse because they lack a clear strategic purpose, and poor communication during both the honeymoon phase and long term creates conflicts that are nearly impossible to resolve. * Setting clear expectations early—on contributions, compensation, growth, retirement, and lifestyle philosophies—can prevent disputes where one partner feels undervalued or overburdened. * Selling or transitioning a law practice requires years of preparation, including transferring goodwill, maintaining referral trust, phasing into an of counsel role, and positioning the buyer as a trusted successor. * The 2008–2009 global financial crisis showed how fragile referral-dependent firms can be, as many lost business overnight, underscoring the need for diversified marketing, consistent development, and team-based client service.   "Partnerships, it’s interesting, because they’re marriages, right? They’re business marriages, and that’s what they should be called, business marriages." —  Ed Alexander   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! Legalverse Media: https://legalversemedia.com/ [https://legalversemedia.com/]   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 Ed Alexander: Ed Alexander is an attorney, author, and founder/CEO of Alexander Business Law, PLLC in Orlando, where he has practiced business law since 1993 after an early career in technology that earned him a U.S. patent. He is the author of several notable works, including The Guide to Selling Your Florida Law Practice, The Guide to Partnerships and Partnership Agreements, and 10 Common and Costly Business Killing Legal Mistakes and How to Avoid Them. He is recognized for professional excellence and community service and has also taught at the University of Central Florida. In his free time, Ed enjoys cycling, kayaking, sailing, hiking, and traveling with his wife of 38 years, Faith.   Connect with Ed Alexander:   Website: https://orlandobusinesslawyer.com/ [https://orlandobusinesslawyer.com/] Email: ed@alexanderbusinesslaw.com [ed@alexanderbusinesslaw.com] Books: https://www.amazon.com/stores/Ed-Alexander/author/B0C2QXJG7K [https://www.amazon.com/stores/Ed-Alexander/author/B0C2QXJG7K] Show: Law Deals: https://podcasts.apple.com/us/podcast/law-deals-succession-planning-partnerships-purchases/id1724776380 [https://podcasts.apple.com/us/podcast/law-deals-succession-planning-partnerships-purchases/id1724776380] LinkedIn: https://www.linkedin.com/in/attorneyedalexander/ [https://www.linkedin.com/in/attorneyedalexander/] 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.

In this episode, Steve Fretzin and Ral West discuss: * The importance of measuring and tracking the right business metrics * The challenges and necessity of delegation for growth * Using automation and systems to save time and increase efficiency * Identifying ideal clients and aligning business with long-term vision   Key Takeaways: * Profitability isn’t guaranteed by high revenue alone; entrepreneurs must actively track expenses, understand their financial statements, and focus on the bottom line to ensure their business is truly making money rather than just looking successful. * Delegation is not simply about handing off tasks but about providing clear instructions, defining the desired outcome, establishing feedback loops, and ensuring accountability so that the work supports long-term business growth without creating new inefficiencies. * Leveraging automation, from bookkeeping software to AI tools that organize email, allows entrepreneurs to reclaim significant hours each week, reduce overwhelm, and free themselves to focus on higher-value activities that actually grow the business. * Sustainable business growth requires entrepreneurs to deliberately define their ideal client persona, align services with long-term goals, and be disciplined enough to decline work that doesn’t fit, so their time and resources are invested where they matter most.   "You cannot grow your business if you don't learn to delegate, and if you don't learn to get some of these pieces off your shoulders." —  Ral West 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! Legalverse Media: https://legalversemedia.com/ [https://legalversemedia.com/]   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 Ral West: Ral West is a Visionary Business Leader and Systemization Expert who draws on over four decades of entrepreneurial experience in her newest endeavor, “Ral West Livin’ The Dream.” She teaches entrepreneurs how to be owners rather than operators of their businesses, creating both success and the freedom to live the life they deserve. Through her online course and Mastermind program, Ral shares strategies refined from founding several companies, including one that achieved eight-digit annual revenue before being acquired by Alaska Airlines in 2008. With extensive experience in scaling businesses and mastering systemization, she excels at turning business theories into practical processes that drive transformation and sustained growth. Ral and her husband split their time between Alaska and Hawaii when not traveling the world on new adventures. Connect with Ral West:   Website: https://www.ralwest.com/ [https://www.ralwest.com/] LinkedIn: https://www.linkedin.com/in/ralwest/ [https://www.linkedin.com/in/ralwest/] & https://www.linkedin.com/company/98796211/ [https://www.linkedin.com/company/98796211/] Facebook: https://www.facebook.com/ralwest [https://www.facebook.com/ralwest] & https://www.facebook.com/RalWestLTD [https://www.facebook.com/RalWestLTD] Instagram: https://www.instagram.com/rwestakmaui/ [https://www.instagram.com/rwestakmaui/] & https://www.instagram.com/ralwestltd [https://www.instagram.com/ralwestltd] 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.

In this episode, Steve Fretzin and Phyllis Sisenwine discuss: * The importance of networking and relationship-building for professional growth * Effective time management and productivity strategies * How to leverage speaking engagements and visibility opportunities * The role of follow-up, asking for referrals, and accountability in business development   Key Takeaways: * Interruptions can cost lawyers over an hour of billable time each day, so using strategies like time blocking, decluttering workspaces, and tackling the hardest tasks first ensures greater focus and productivity. * Networking becomes far more effective when approached strategically by going early to events, bringing a buddy for support, wearing a professional nametag, and consistently following up multiple times to turn introductions into trusted relationships. * Speaking engagements generate real business opportunities only when lawyers prepare by connecting with attendees beforehand, personalizing their talks with stories, gathering contact details, and following up afterward to continue the relationship. * Lawyers often miss out on referrals because clients assume they are too busy, so they must directly but naturally ask for introductions by framing it as a way to be helpful and showing they want more clients like the ones they already serve.   "You really can’t be afraid to swing that bat. You want to be a successful lawyer. You can’t be afraid to network, to reach out to big referral partners and just take risks." —  Phyllis Sisenwine   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! Legalverse Media: https://legalversemedia.com/ [https://legalversemedia.com/]   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/]   Episode References:  Eat That Frog by Brian Tracy: https://www.amazon.com/Eat-That-Frog-Great-Procrastinating/dp/162656941X [https://www.amazon.com/Eat-That-Frog-Great-Procrastinating/dp/162656941X] How to Become a Rainmaker by Jeffrey J. Fox: https://www.amazon.com/How-Become-Rainmaker-Getting-Cust [https://www.amazon.com/How-Become-Rainmaker-Getting-Cust] About Phyllis Sisenwine: Phyllis Sisenwine is certified by the International Coaching Federation with the highest designation of Master Certified Coach. She is in the top 4% of the 50,000 credentialed coaches. She provides coaching services to lawyers who want to achieve greater professional and personal success. For over 25 years, Phyllis has worked with lawyers to focus on client development and creating strategies to increase performance and profitability.   Connect with Phyllis Sisenwine:   Website: http://thelawyerscoach.com/ [http://thelawyerscoach.com/] Email: Phyllis@TheLawyersCoach.com [Phyllis@TheLawyersCoach.com] LinkedIn: https://www.linkedin.com/in/phyllissisenwine [https://www.linkedin.com/in/phyllissisenwine] https://www.facebook.com/people/Phyllis-Sisenwine-Powerful-Coaching/100066793183035/ [https://www.facebook.com/people/Phyllis-Sisenwine-Powerful-Coaching/100066793183035/] 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.

In this episode, Steve Fretzin and Jerold Rothkoff discuss: * The importance of time management and daily structure for lawyers * How networking, marketing, and relationship-building drive law practice growth * The role of delegation, staff investment, and team-building in sustaining a firm * Learning from mentors, conferences, and coaches to avoid reinventing the wheel   Key Takeaways: * Tackling the most difficult or uncomfortable task first thing in the morning, whether it’s a dreaded client call or writing a newsletter, not only builds momentum but ensures the rest of the day feels easier and more productive. * Sustainable law practice growth does not come from waiting for opportunities but from actively creating them by showing up, networking, volunteering, and consistently putting yourself in situations where “luck” can happen. * The real challenge is not launching a law practice but learning to manage its growth, which requires letting go of perfectionism, embracing that “good enough” from staff is often sufficient, and shifting focus from doing everything yourself to leading others. * Investing in yourself through coaches, conferences, and professional development creates a long-term competitive advantage because the ideas, systems, and connections gained can be implemented in ways that most other attorneys in your area will never pursue.   "You create your own luck. Luck just doesn't happen. You will not get lucky no matter what type of business, including being an attorney sitting at your desk, 24/7, hoping the phone rings." —  Jerold Rothkoff   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! Legalverse Media: https://legalversemedia.com/ [https://legalversemedia.com/]   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/]   Episode References:  Eat That Frog by Brian Tracy: https://www.amazon.com/Eat-That-Frog-Great-Procrastinating/dp/162656941X [https://www.amazon.com/Eat-That-Frog-Great-Procrastinating/dp/162656941X]   About Jerold Rothkoff: Jerold E. Rothkoff is the founder and managing attorney of the Rothkoff Law Group, a Philadelphia-area elder care law firm, where he dedicates his practice to serving clients in the areas of elder law, life care planning, asset protection, veterans’ benefits, estate planning, and long-term care advocacy. Jerry Rothkoff is an outspoken advocate for the rights of the elderly and disabled. He writes for and gives presentations regularly to attorneys and other professionals about elder law. Jerry has received numerous awards both locally and nationally for advocating for seniors, including the Alzheimer’s Association Kaleidoscope Award for philanthropic excellence and community service, the Mae Krier Award from the Twilight Wish Foundation as Senior Advocate of the Year, and the Artz Philadelphia Community Catalyst Award.   Connect with Jerold Rothkoff:   Website: https://rothkofflaw.com/ [https://rothkofflaw.com/] Email: jrothkoff@rothkofflaw.com [jrothkoff@rothkofflaw.com] LinkedIn: https://www.linkedin.com/in/jerry-rothkoff-9a19b921/ [https://www.linkedin.com/in/jerry-rothkoff-9a19b921/] & https://www.linkedin.com/company/rothkofflawgroup/ [https://www.linkedin.com/company/rothkofflawgroup/] 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.