BE THAT LAWYER

Owili Eison: Owning Your Career in the Modern Legal Market

In this episode, Steve Fretzin and Owili Eison discuss: * Thinking like an intrapreneur, not just an employee * Balancing legal skill with business development * Networking intentionally to build referral pipelines * Using technology and AI to stay competitive   Key Takeaways: * Lawyers who rely entirely on their firm for work risk having little control over their future. Building a personal brand, developing referral relationships, and generating your own clients creates long-term career security and flexibility. * A successful legal career has two sides: practicing the law and building the firm. Lawyers who focus only on technical legal work often miss the larger opportunity, since referral relationships and originations frequently generate the greatest long-term value. * Effective networking is targeted, not random. By focusing on lawyers in complementary practice areas and building genuine, reciprocal relationships, attorneys can create steady referral partnerships that grow over time. * Modern legal practice increasingly relies on tools that improve efficiency and insight. Lawyers who adopt technologies like AI for document review, intake summaries, and research can work faster, scale their impact, and stay ahead in a rapidly changing profession.   "There’s two aspects to our business and the law operation. There’s the law and the firm… You need to focus on both and have a holistic approach to the business and practice of law, otherwise I think you’re going to find yourself in a tough position.” —  Owili Eison   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/] Lawyer.com: https://www.lawyer.com/ [https://www.lawyer.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 Owili Eison: Owili K. Eison is a Los Angeles-based personal injury attorney and Partner at BD&J, where he focuses on catastrophic injury litigation. He also supervises a team of 20 associates and staff, helping train the next generation of trial lawyers to advocate for those harmed by negligence. A graduate of the University of Southern California and Loyola Law School, Los Angeles, Owili participated in Loyola’s Trial Advocacy Program and later completed both the CAALA Plaintiff’s Trial Academy and the Jack Daniels ABOTA Trial Academy. Owili was inspired to pursue personal injury law after suffering serious injuries when he was struck by a negligent driver in a crosswalk. Since then, he has handled thousands of cases involving automobile accidents, wrongful death, premises liability, and medical malpractice. In just over nine years at BD&J, he has recovered more than $500 million for his clients and built a reputation as a tenacious yet pragmatic advocate.   Connect with Owili Eison:   Website: https://www.bdj.com/ [https://www.bdj.com/] LinkedIn: https://www.linkedin.com/in/owilieison [https://www.linkedin.com/in/owilieison]   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.

Colleen Young: Turning Marketing Into Real Clients

In this episode, Steve Fretzin and Colleen Young discuss: * Building trust through consistent visibility * Growing through relationships, referrals, and the right fit * Aligning marketing and intake to convert the right clients * Using time and resources more strategically   Key Takeaways: * Consistent marketing builds recognition and credibility over time. Because legal services are intangible and high-stakes, potential clients rely less on impulse and more on trust, familiarity, and a sense that the lawyer understands their needs. * Many successful firms grow through community presence and strong referral networks rather than pure advertising. The most sustainable practices are built around clients, partners, and team members who are the right cultural and professional fit. * Marketing should nurture and educate prospects before they ever contact the firm. Intake then acts as a strategic filter, qualifying leads and converting the right, profitable matters rather than simply accepting every potential case. * Lawyers should focus on legal expertise and relationship-building rather than trying to execute every marketing task themselves. Delegating content production, intake, and administrative work allows firms to maintain consistent marketing while using time and budget more effectively.   "Marketing should be teeing up, not cold leads, but nurtured leads for the sales team." —  Colleen Young   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/] Lawyer.com: https://www.lawyer.com/ [https://www.lawyer.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 Colleen Young: Colleen Young is the Chief Marketing Officer at Get Staffed Up, where she helps law firms grow through smarter marketing, stronger intake systems, and strategic delegation. With more than 25 years of experience across professional services and B2B industries, she specializes in helping attorneys turn marketing into real client relationships by focusing on trust, community presence, and well-nurtured leads. At Get Staffed Up, Colleen also advocates for using virtual assistants and remote teams so lawyers can spend less time on administrative work and more time practicing law and building meaningful client connections.   Connect with Colleen Young:   Website: https://getstaffedup.com/ [https://getstaffedup.com/] LinkedIn: https://www.linkedin.com/in/colleen-young-marketing/ [https://www.linkedin.com/in/colleen-young-marketing/]   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.

Robert Hartmann: Building Rainmaking Skills

In this episode, Steve Fretzin and Robert Hartmann discuss: * Taking ownership of the business of law * Building rainmaking skills through empathy and responsiveness * Preparing for independence before you need it * Networking strategically, not randomly   Key Takeaways: * Law school prepares lawyers for doctrine, not for marketing, leadership, or running a practice. Lawyers must take responsibility for learning how to generate work and build a book of business. The safest career path is being able to stand on your own if circumstances change. * Empathy, honesty, and fast communication are powerful differentiators in a crowded market. Treating clients and referral sources with care strengthens reputation and repeat business. Soft skills practiced early, especially as an associate, lay the foundation for becoming a future Rainmaker. * Every lawyer should be financially and operationally ready to go solo if necessary. That includes savings, strong professional relationships, and clarity around overhead and support systems. Leaving firms well and preserving bridges can turn former employers into future referral sources. * Effective networking focuses on finding a small group of true strategic partners, not collecting business cards. Let others speak first, listen well, and align your value to their needs. Consistent systems and intentional follow-through turn relationships into long-term referral engines.   "Everybody has the ability with a few simple soft skills to become a good Rainmaker." —  Robert Hartmann   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/] Lawyer.com: https://www.lawyer.com/ [https://www.lawyer.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 Robert Hartmann: Robert Hartmann is the founder of Hartmann Law Firm and an advocate for helping attorneys develop the soft skills needed to build successful legal careers. With years of experience practicing law and running a boutique firm, Robert emphasizes the importance of networking, relationship-building, and business development, skills often overlooked in traditional legal education. Through his work, he encourages lawyers to take ownership of their careers by building their own books of business and cultivating meaningful professional relationships. Robert is also the author of the upcoming book Making It Rain, which provides practical guidance and checklists for attorneys who want to become effective rainmakers and prepare for starting their own practice. Passionate about mentorship and professional growth, Robert regularly shares insights on networking, empathy in client relationships, and strategic career planning for lawyers.   Connect with Robert Hartmann:   Website: https://www.hartmannlawfirm.net/ [https://www.hartmannlawfirm.net/] LinkedIn: https://www.linkedin.com/in/robert-hartmann-565a5919/ [https://www.linkedin.com/in/robert-hartmann-565a5919/] Email: bob@hartmannlawfirm.net [bob@hartmannlawfirm.net] Phone: 714-381-1366   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.

Leah Miller: Run Your Firm Like a CEO

In this episode, Steve Fretzin and Leah Miller discuss: * Run your law firm like a business, not a hobby * Use accurate financials to avoid hidden risks and overpayment * Track key metrics and benchmarks for people, operations, and marketing * Leverage metrics to make strategic growth decisions   Key Takeaways: * Long-term growth requires regular attention to financials. Cash in the bank is not a strategy; data should guide hiring, marketing, and operational decisions. * Bad bookkeeping masks problems and can cost in taxes. Early investment in a bookkeeper or financial team yields high ROI and clarity. * Monitor payroll, operating costs, and marketing spend as percentages of revenue. Focus on trends over time and adapt to what works for your firm. * Financial data informs hiring, marketing, and process improvements. Treat new hires as investments, plan for cash gaps, and track time spent on business development for accountability.   "If you're not paying attention to the dollars and you're not operational decisions based on the finances, you are not going to have that long-term, sustained growth that you're looking for as a lawyer in a firm." —  Leah Miller   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/] Lawyer.com: https://www.lawyer.com/ [https://www.lawyer.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 Leah Miller: Leah N. Miller, MBA, is the founder and CEO of Firmly Profits, a firm providing fractional CFO and bookkeeping services to law firms across the United States. Starting her career as a paralegal, Leah rose to become a firm administrator and CFO at a personal injury law firm in Fort Myers, Florida, where she recognized the need for law firm owners to gain confidence in their finances. Passionate about helping attorneys achieve financial clarity and sustainable growth, she now leads a team dedicated to offering expert financial guidance, process improvement, and strategic planning for firms of all sizes. Outside of work, Leah teaches paralegal courses and enjoys spending time with her husband and three daughters in sunny Southwest Florida.   Connect with Leah Miller:   Website: https://firmlyprofits.com/ [https://firmlyprofits.com/] YouTube: https://www.youtube.com/@LNMFinancialServices/videos [https://www.youtube.com/@LNMFinancialServices/videos] LinkedIn: https://www.linkedin.com/company/firmlyprofits/ [https://www.linkedin.com/company/firmlyprofits/] Facebook: https://www.facebook.com/people/LNM-Financial-Services/100091343407958/ [https://www.facebook.com/people/LNM-Financial-Services/100091343407958/] Instagram: https://www.instagram.com/leah_lnm_financial/ [https://www.instagram.com/leah_lnm_financial/]   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.

Gary Miles: Breaking Free in Law, Mastering Fear and Freedom

In this episode, Steve Fretzin and Gary Miles discuss: * Facing fear with clarity * Owning your internal authority * Focusing on the process, not the outcome * Building freedom through micro-shifts   Key Takeaways: * Fear is common in legal careers, often hidden behind competence. Recognize that much of it is imagined, not reality. Facing it openly allows lawyers to act with clarity and confidence. * Internal authority matters more than external validation. Measure success by your own standards, preparation, and effort, not by others’ opinions or metrics. This mindset creates professional freedom and peace of mind. * Enjoying the process improves performance more than obsessing over outcomes. Focus on preparation, relationships, and skill-building instead of constant comparison or pressure to “win.” This approach fosters growth and satisfaction. * Small, practical shifts build lasting change. Replace self-critical thoughts with supportive ones, set clear boundaries, and evaluate progress by skill, enjoyment, and well-being. Over time, these micro-actions compound into meaningful professional freedom.   “There’s fear everywhere. Unfortunately, the reality is that we have to lean into it… We have to lean into the fear and make mistakes, and that’s how we improve." —  Gary Miles   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/] Lawyer.com: https://www.lawyer.com/ [https://www.lawyer.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 Gary Miles: Gary Miles is a trial attorney and former managing partner with over 40 years of legal experience, now dedicated to coaching lawyers to thrive. Drawing on his own journey managing complex cases and running a successful firm, he helps attorneys overcome fear, limiting beliefs, and burnout while building practices aligned with their values. Gary is the host of The Free Lawyer podcast and author of Breaking Free: A Guide to Achieving Personal and Professional Freedom as a Lawyer, combining mindset strategies with practical tools for professional and personal fulfillment.   Connect with Gary Miles:   Website: https://www.garymiles.net/ [https://www.garymiles.net/] LinkedIn: https://www.linkedin.com/in/gary-miles-freedom/ [https://www.linkedin.com/in/gary-miles-freedom/] Facebook: https://www.facebook.com/gary.miles.75641 [https://www.facebook.com/gary.miles.75641] Instagram: https://www.instagram.com/golfinggary52/ [https://www.instagram.com/golfinggary52/] YouTube: https://www.youtube.com/channel/UCqcfaTWo17uxmYS9hfAdiaQ [https://www.youtube.com/channel/UCqcfaTWo17uxmYS9hfAdiaQ] Free Lawyer Assessment: https://www.garymiles.net/the-free-lawyer-assessment [https://www.garymiles.net/the-free-lawyer-assessment]   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.