BE THAT LAWYER

Dustin Ruge: Transforming the Legal Landscape Through Strategy, Value, and AI

In this episode, Steve Fretzin and Dustin Ruge discuss: * Strategic decision-making in choosing clients * Communicating value through intentional sales processes * Adapting to AI-driven shifts in legal labor * Rebuilding legal services through integrated ecosystems   Key Takeaways: * Choosing which cases to decline becomes a powerful profitability strategy. Disciplined selection protects focus, energy, and long-term growth. The strongest outcomes come from working only with motivated, well-aligned clients. * Modern legal sales depend on uncovering client needs rather than presenting credentials. Deep qualification shapes tailored solutions that build trust and clarity. Firms that master value communication thrive as outcomes matter more than hours. * The billable hour strains against rising expectations for efficiency and transparency. Automation is absorbing routine intake and associate-level work. Firms that embrace value-based pricing gain an advantage in a reshaped landscape. * AI is transforming a fragmented industry into cohesive, streamlined platforms. New business structures and investments accelerate disruption and innovation. Lean, automated operations create opportunities in underserved markets.   "The first meeting is all about the client, the second meeting is all about you." —  Dustin Ruge 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 Dustin Ruge: Dustin W Ruge is known as one of the most respected and trusted sales, marketing, and business growth coaches in the nation. In addition to his numerous books and publications, Dustin frequently appears and is referenced in major news and trade publications, business shows, and trains and keynotes at conferences across the nation. Dustin’s career includes over 27 years’ experience ranging from technology startups to Fortune 500 companies where he has received numerous awards and recognition for his work. Dustin graduated from the University of Nebraska – Lincoln and currently lives in Scottsdale Arizona. Connect with Dustin Ruge:  Website: https://dustinruge.com/ [https://dustinruge.com/] LinkedIn: https://www.linkedin.com/in/dustinruge/ [https://www.linkedin.com/in/dustinruge/] 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/salesresults/] 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.

Pam Meissner: Creating Law Firms That Thrive Long Term

In this episode, Steve Fretzin and Pam Meissner discuss: * Aligning strengths with strategy * Addressing operational challenges * Clarifying compensation and career paths * Maximizing long-term firm value   Key Takeaways: * Successful firm growth depends on matching personal strengths to business goals. Chasing clients or revenue alone does not ensure satisfaction or long-term success. Intentional planning creates a foundation for sustainable growth and fulfillment. * Lawyers often face cash flow issues, staff management, and unclear compensation. These operational gaps can lead to stress and sleepless nights if unchecked. Recognizing and addressing challenges early safeguards both firm and personal well-being. * Open conversations about pay and partnership tracks motivate legal professionals. Transparency fosters equity and encourages long-term commitment from team members. Clear structures help attorneys understand their role in firm growth and success. * Profitability, efficient systems, and reducing single-owner dependency matter most. External guidance, such as fractional CFOs, can help firms overcome growth plateaus. Strategic planning ensures the firm remains valuable for exits or future opportunities.   "Everybody wants more money, and they don't realize it comes with problems, and they don't realize that we all get paid for solving problems, but you have to pick the problems you're really good at solving, because if you're solving problems that you're not good at, you're going to be miserable." —  Pam Meissner   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/] HireParalegals: https://hireparalegals.com/ [https://hireparalegals.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 Pam Meissner: Pam Meissner is the COO, Director of Client Services & CFO at CathCap. She is a seasoned CPA and financial executive whose career spans public accounting, multinational corporations, and entrepreneurial ventures. She has served as a CPA, CFO, COO, CEO, and even a stay-at-home mom, bringing a rare combination of technical expertise and real-world business insight to every role. Now at CathCap, Pam leverages her decades of experience to guide clients in financial strategy, operational excellence, and coaching, helping businesses achieve sustainable growth and success.   Connect with Pam Meissner: Website: https://cathcap.com/ [https://cathcap.com/]   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.

Adam Williams: Maximizing Tax Strategy For Law Firms

In this episode, Steve Fretzin and Adam Williams discuss: * Planning taxes proactively * Exploring creative tax strategies * Building a professional team * Implementing actionable year-end steps   Key Takeaways: * Most law firms wait until filing to address taxes, missing savings opportunities. Working with a tax strategist year-round aligns decisions with long-term goals. Proactive planning uncovers ways to reduce liabilities and strengthen financial outcomes. * Techniques like the Augusta rule, hiring family members, and royalty setups save money. Advanced structures such as captive insurance can provide additional tax benefits. Knowing these options allows law firms to tailor strategies to their unique situation. * Successful tax and business strategies require bookkeepers, advisors, and strategists. Delegating responsibilities reduces personal burden while improving firm performance. A strong team empowers owners to focus on growth and long-term success. * Year-end is ideal for accelerating deductions and making tax-advantaged purchases. Prepaying vendors or investing in marketing can reduce taxable income efficiently. Evaluating current practices ensures every opportunity for savings is captured.   "If they don’t bring you ideas throughout the year, you don’t have a tax strategist. You have a tax preparer." —  Adam Williams   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/] HireParalegals: https://hireparalegals.com/ [https://hireparalegals.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 Adam Williams: Adam started this business out of frustration with accountants who congratulated him for having a large tax bill. As a serial entrepreneur, Adam is inspired by entrepreneurship and small business, direct response marketing, non-traditional and unexpected solutions, mindset & personal development, helping create businesses that serve the owners, and high-performance driving. Adam received his undergraduate degree in Business from Penn State Behrend and his MBA and J.D. from the University of Pittsburgh. A Cathedral Prep graduate and active member of the community, Adam has served on the Board of Directors for the Erie County Bar Association, Lakeshore Community Services, the Innovation Collaborative, and the Erie Art Museum. He was named to the 2013 Erie Reader 40 Under 40, and has also been listed as a Pennsylvania Super Lawyers Rising Star in 2016, 2017, 2018, and 2019.    Connect with Adam Williams:  Website: https://www.pennywise.tax/ [https://www.pennywise.tax/]   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.

Ben Dach: Growing Through Guidance and Experience

In this episode, Steve Fretzin and Ben Dach discuss: * Prioritizing layered mentorship * Strengthening firm culture for development * Maintaining clear communication in mentoring * Using delegation and varied experience for growth   Key Takeaways: * Professionals should pursue multiple mentors with complementary strengths to build balanced legal and leadership skills. Proactive outreach broadens perspective and accelerates growth across stages of a career. Treating mentorship as a continuous discipline ensures steady, long-term development. * Growth is amplified in environments that value collaboration, approachability, and shared learning. Supportive cultures help young attorneys apply feedback with confidence and consistency. When mentorship is part of a firm’s values, long-term development becomes more sustainable. * Clear expectations and honest conversations create stability and direction in mentor relationships. Early resolution of misalignment strengthens trust and accountability for both sides. Consistent feedback loops reinforce progress and keep development moving forward. * Delegation offers meaningful opportunities to build judgment and independence through real responsibility. Structured tools provide quality and clarity as workloads expand over time. Diverse experiences and firm environments round out long-term professional capability.   "Just do the things and fail. Fail a lot, because you won't know until you do the things, and then you fail, and then you learn." —  Ben Dach   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/] HireParalegals: https://hireparalegals.com/ [https://hireparalegals.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 Ben Dach: Benjamin Dach, Ph.D., Esq., is an accomplished patent attorney with extensive experience in intellectual property litigation, prosecution, and counseling. With experience in patent, copyright, and trademark litigation, procurement, and licensing, Ben focuses on development, protection, and monetization of patent, copyright, and trademark portfolios, strategic licensing, commercial agreements, diligence, and enforcement strategies. He has represented clients in numerous actions in U.S. courts, administrative proceedings, and before the Patent Trial and Appeal Board and Trademark Trial and Appeal Board.   Connect with Ben Dach:  Website: https://pierferd.com/benjamin-i-dach [https://pierferd.com/benjamin-i-dach] LinkedIn: https://www.linkedin.com/in/benjamindach/ [https://www.linkedin.com/in/benjamindach/]   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.

Allison Williams: Strengthening Your Practice Through Structure

In this episode, Steve Fretzin and Allison Williams discuss: * Developing business skills beyond legal training * Balancing legal work with true leadership roles * Strengthening sales and client relationships with structure * Reducing stress through systems, communication, and metrics   Key Takeaways: * Law school doesn’t teach the core business, sales, and time-management abilities required to run a successful firm. Lawyers must intentionally build these skills to avoid overwhelm and stagnation. Growth begins when practitioners embrace authenticity, process, and systemization. * Many lawyer-owners struggle to act as both practitioner and CEO, leading to stress and inefficiency. Strong operational leaders and a capable C-suite can restore focus and improve firm performance. Delegating business responsibilities is essential for long-term sustainability. * Sales shouldn’t feel like auditioning for clients; the goal is to understand needs and build genuine rapport. Structured processes help qualify leads, nurture relationships, and improve conversion rates. Starting with reliable referral sources and existing channels leads to better outcomes. * Systematized communication—from clear policies to automated updates—prevents client-driven chaos. Tools like workflow systems or SaneBox support better task and email management. Tracking metrics such as conversion rates and lead quality ensures informed, data-driven decisions.   “Being authentic is the easiest, fastest, most profitable way for you to get to the outcome that you desire.” —  Allison Williams   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/] HireParalegals: https://hireparalegals.com/ [https://hireparalegals.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 Allison Williams: Allison C. Williams is the owner of not one, but two multimillion-dollar companies. She is the Founder of Williams Law Group, a full-service family law firm where she is a Fellow of the American Academy of Matrimonial Lawyers, is certified by the New Jersey Supreme Court as a Matrimonial Law Attorney, and is certified by the National Board of Trial Advocacy in Family Law. After taking Williams Law Group from a start-up to a multimillion-dollar law business in 3.5 years, she decided to help other law firm owners do the same by starting Law Firm Mentor. Today, Law Firm Mentor helps law firm owners across the country grow their revenues, crush chaos in business, and make significantly more money in less time! Allison is a LawFirm500 award winner, ranking 14th out of the fastest-growing law firms in the nation. She has also been named a Stevie Award Finalist for Female Entrepreneur of the Year in 2017 and 2018, voted NJBIZ’s Top 50 Women in Business, and designated as one of the Top 25 Leading Women Entrepreneurs and Business Owners. Allison has been featured in The Law Entrepreneur, Above the Law, and Modern Solo, along with other leading legal publications. She is also the host of the Law Firm Mentor podcast, where lawyers go to learn how to crush the chaos in their business.   Connect with Allison Williams:  Website: https://lawfirmmentor.net/ [https://lawfirmmentor.net/] LinkedIn: https://www.linkedin.com/in/allisoncwilliams/ [https://www.linkedin.com/in/allisoncwilliams/]     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.