BE THAT LAWYER

In this episode, Steve Fretzin and Eido Walny discuss: * Entrepreneurial mindset in law * Balancing personal and professional life * Client experience and relationship management * Mentorship and professional growth   Key Takeaways: * A singular focus on achieving business goals ensures that all efforts are dedicated to success, with no fallback plan to divert attention. * Focusing on doing what’s best for the business and clients will naturally lead to financial rewards, rather than chasing short-term gains. * Ensuring clients leave just as satisfied as they were when they arrived (‘Smiles In, Smiles Out’ policy) by maintaining clear, timely communication and proactively managing expectations throughout the relationship. * Setting aside a portion of earnings for profit ensures the business stays financially healthy while rewarding those taking the risk, without jeopardizing operations.   "We all have personalities, cultures, and other things that explain why we're where we are and why we're happy. And if we're just chasing dollars, it leads to a path of unhappiness." —  Eido Walny   Read Steve's past episodes as Blogcasts—visit now: https://www.fretzin.com/blog/ [https://www.fretzin.com/blog/]   Thank you to our Sponsors! Rankings.io: https://rankings.io/ [https://rankings.io/] Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ [https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/]   Episode References:  Profit First For Lawyers by RJon Robins (book) [https://www.amazon.com/Profit-First-Lawyers-Cash-Eating-Money-Making/dp/B0CBWCPZTZ] Profit First For Lawyers by RJon Robins (podcast) [https://podcasts.apple.com/us/podcast/profit-first-for-lawyers/id1695944621]   About Eido Walny: Eido M. Walny received his J.D. from Boston University School of Law in 2001, where he was Executive Articles Editor of the Boston University International Law Journal. He earned a B.A. in Political Science, with honors, from The University of Chicago. His practice focuses on estate planning, asset protection, business succession, probate, and trust administration, with additional experience in business, tax, and real estate law. He is also a national speaker, author, and expert witness on estate planning, charitable giving, and business issues. Eido founded Walny Legal Group LLC in 2011 to offer clients both high-level legal care and excellent customer service.   Connect with Eido Walny:   Website: https://walnylegal.com/ [https://walnylegal.com/] Phone: 414-751-7531 LinkedIn: https://www.linkedin.com/in/eido-walny-jd-aep-epls-2756a5/ [https://www.linkedin.com/in/eido-walny-jd-aep-epls-2756a5/]   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.

In this episode, Steve Fretzin and Jonathan Baum discuss: * Transitioning from a big law firm to independent practice * Cultivating strong client relationships for career sustainability in law * The evolving dynamics of legal work * Personal branding and positioning oneself in a competitive legal environment   Key Takeaways: * Independent lawyers can effectively compete with large firms by assembling specialized teams for specific projects, which allows them to deliver high-quality services while remaining flexible and responsive to client needs. * The financial advantages of independent practice are substantial, as independent lawyers can retain up to 99.7% of their billed income, a stark contrast to the lower take-home pay typically seen in large law firms. * For lawyers transitioning from big firms, conducting a thorough risk assessment and leveraging existing client relationships can help establish a sustainable practice without relying on a large firm's reputation. * The belief that clients require a big law firm's name can be countered by demonstrating that hiring based on a lawyer’s individual expertise and client relationships is far more crucial for achieving favorable outcomes.   "If you really think that leaving that firm is going to cause you to lose all those clients, I would ask you, are they really your clients in the first place?" —  Jonathan Baum   Read Steve's past episodes as Blogcasts—visit now: https://www.fretzin.com/blog/ [https://www.fretzin.com/blog/]   Thank you to our Sponsors! Rankings.io: https://rankings.io/ [https://rankings.io/] Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ [https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/]   Episode References:  The Ezra Klein Show: https://podcasts.apple.com/us/podcast/the-ezra-klein-show/id1548604447 [https://podcasts.apple.com/us/podcast/the-ezra-klein-show/id1548604447]   About Jonathan Baum: Jonathan Baum has more than 40 years of experience as a corporate, securities, and finance lawyer, including many years organizing and managing legal teams. He considers himself to be a big law and big city escapee and spends time supporting the overall well-being and success of the legal community through Avenir Guild, an online portal where legal professionals can access resources and a community that empowers their legal career at every stage.   Connect with Jonathan Baum:   Website: https://avenirguild.com/ [https://avenirguild.com/] Email: jbaum@avenir-law.com [jbaum@avenir-law.com] Personal LinkedIn: https://www.linkedin.com/in/jobaum/ [https://www.linkedin.com/in/jobaum/] Company LinkedIn: https://www.linkedin.com/company/avenirguild/ [https://www.linkedin.com/company/avenirguild/]   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.

In this episode, Steve Fretzin and RJon Robins discuss: * Understanding the business side of law firms * Common challenges in growing a law firm * Overcoming financial and operational hurdles in law practice * Personal development and mindset in law firm success   Key Takeaways: * Law schools fail to teach essential business skills, leaving lawyers unprepared for running a firm, particularly in areas like marketing and financial management. * Law firm success depends on mastering key fundamentals such as marketing, sales, staffing, and financial controls, rather than using overcomplicated strategies. * Inconsistent marketing leads to major issues like cash flow problems and bar grievances, making continuous marketing crucial for a stable practice. * Profit goes beyond money and includes value gained in decisions, relationships, and time management, encouraging a holistic approach to firm management.   "The job of the lawyer is to perform legal services......The business of a law firm, however, is to market legal services, sell legal services, deliver the legal services, and get paid." —  RJon Robins   Read Steve's past episodes as Blogcasts—visit now: https://www.fretzin.com/blog/ [https://www.fretzin.com/blog/]   Thank you to our Sponsors! Rankings.io: https://rankings.io/ [https://rankings.io/] Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ [https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/]   Episode References:  The Four Agreements: A Practical Guide to Personal Freedom by Don Miguel Ruiz: https://www.amazon.com/Four-Agreements-Practical-Personal-Freedom/dp/1878424319 [https://www.amazon.com/Four-Agreements-Practical-Personal-Freedom/dp/1878424319] About RJon Robins: RJon Robins is an 8-figure entrepreneur, licensed attorney, and bestselling author. He founded How To Manage A Small Law Firm in 2009 while flat broke. Since then, he has achieved 8,000% revenue growth and now has over 600 members. Operating in multiple countries, RJon works about 90 days a year and spends the rest launching new ventures. He speaks to thousands of law firm owners annually, helping them redefine profit and break free from the belief that suffering is necessary for success.   Connect with RJon Robins:   Website: https://howtomanageasmalllawfirm.com/ [https://howtomanageasmalllawfirm.com/] Show: RJon Robins: From The Vault: https://podcasts.apple.com/us/podcast/rjon-robins-from-the-vault/id1635177206 [https://podcasts.apple.com/us/podcast/rjon-robins-from-the-vault/id1635177206] LinkedIn: https://www.linkedin.com/in/rjonrobins/ [https://www.linkedin.com/in/rjonrobins/]  & https://www.linkedin.com/company/how-to-manage-a-small-law-firm-com [https://www.linkedin.com/company/how-to-manage-a-small-law-firm-com] Facebook: https://www.facebook.com/rjonrobins2 [https://www.facebook.com/rjonrobins2]  & https://www.facebook.com/HowToManageASmallLawFirm [https://www.facebook.com/HowToManageASmallLawFirm] Instagram: https://www.instagram.com/rjonrobins/ [https://www.instagram.com/rjonrobins/] & https://www.instagram.com/howtomanageasmalllawfirm/ [https://www.instagram.com/howtomanageasmalllawfirm/]   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.

In this episode, Steve Fretzin and Ben Paul discuss: * AI in modern business development for legal professionals * Building and sustaining client relationships in a competitive legal market * Enhancing personal branding and marketing * Navigating economic challenges and their impact on legal services   Key Takeaways: * AI tools like ChatGPT can assist lawyers in creating business development strategies and optimizing content, but human review is essential to ensure accuracy and relevance to the legal context. * Lawyers should track their market share rather than just focusing on revenue fluctuations, as maintaining or increasing market share during a downturn can still lead to business growth. * AI can greatly enhance the efficiency of content creation and client outreach, but all outputs should be carefully checked to ensure they align with legal regulations and client expectations. * Consistent use of AI-powered personal branding, such as automated LinkedIn posting, can significantly increase a lawyer's digital presence and client engagement, as shown by a case study where impressions jumped from 800 to 4,000 per week.   "[AI is] a habitual liar. It wants to please you. It wants to give you the answer. It will always give you an answer, whether it's factually based or not. So it's on you to fact-check that." —  Ben Paul   Read Steve's past episodes as Blogcasts—visit now: https://www.fretzin.com/blog/ [https://www.fretzin.com/blog/]   Thank you to our Sponsors! Rankings.io: https://rankings.io/ [https://rankings.io/] Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ [https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/]   Episode References:  This Legal Life: NOT Another Legal Podcast: https://podcasts.apple.com/us/podcast/this-legal-life-not-another-legal-podcast/id1679451845 [https://podcasts.apple.com/us/podcast/this-legal-life-not-another-legal-podcast/id1679451845]   About Ben Paul: Ben Paul is a leading Business Development coach for lawyers. He provides practical sales and marketing training and coaching services to individuals and law firms of all sizes. Having held senior BD positions within major law firms and with experience working in different countries, Ben is well-placed to help lawyers increase their revenue and enjoy the benefits of a healthy practice.   Connect with Ben Paul:   Website: https://bdladder.com/ [https://bdladder.com/] Email: ben@bdladder.com [ben@bdladder.com] Personal LinkedIn: https://www.linkedin.com/in/benpaulbdm/ [https://www.linkedin.com/in/benpaulbdm/] Company LinkedIn: https://www.linkedin.com/company/18110718 [https://www.linkedin.com/company/18110718] YouTube: https://www.youtube.com/@thebdladder [https://www.youtube.com/@thebdladder] Personal X (Twitter): https://x.com/BenPaul_NZ [https://x.com/BenPaul_NZ] Facebook: https://www.facebook.com/BDLadder [https://www.facebook.com/BDLadder] Instagram: https://www.instagram.com/bd_ladder/ [https://www.instagram.com/bd_ladder/] Company X (Twitter): https://x.com/BdLadder [https://x.com/BdLadder]   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.

In this episode, Steve Fretzin and David Telisman discuss: * The role of content in business growth * Challenges professionals face in content creation * AI's impact on marketing strategies * Delegating marketing efforts effectively   Key Takeaways: * Blogging remains the second most effective form of content marketing after video, but many attorneys fail to utilize it consistently, missing out on a powerful tool for brand visibility and client engagement. * Repurposing content, such as turning podcasts into articles or short videos, allows businesses to maximize their exposure across multiple platforms without constantly creating new material, which saves time and effort. * AI, like ChatGPT, has revolutionized content marketing by helping professionals organize and optimize their content creation processes, but it must be carefully monitored to avoid factual errors and ensure originality. * A common issue for small business owners is the discrepancy between their in-person presence and their online branding, which often leads to a lack of trust or missed connections with potential clients.   "As a practitioner, I could smell rubber-stamped AI that hasn't gotten through QC from a mile away. I mean, it's just used to the format, the formula of the words." —  David Telisman   Read Steve's past episodes as Blogcasts—visit now: https://www.fretzin.com/blog/ [https://www.fretzin.com/blog/]   Thank you to our Sponsors! Rankings.io: https://rankings.io/ [https://rankings.io/] Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ [https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/]   Episode References:  Club Random with Bill Maher: https://podcasts.apple.com/us/podcast/club-random-with-bill-maher/id1613459129 [https://podcasts.apple.com/us/podcast/club-random-with-bill-maher/id1613459129]   About David Telisman: David Telisman is the founder of David Telisman Communications, LLC, a leading content writing and marketing company. With 26 years of experience in writing, marketing communications, and education, David partners with businesses across various industries to create powerful content that drives customer engagement and boosts sales. David’s strategic content creation helps brands stand out, elevate their reputation, and achieve sustained growth in competitive markets.   Connect with David Telisman:   Website: https://davidtelisman.com/ [https://davidtelisman.com/] Email: david.telisman@gmail.com [david.telisman@gmail.com] Phone: 224-645-2748 LinkedIn: https://www.linkedin.com/in/davidtelisman/ [https://www.linkedin.com/in/davidtelisman/] Facebook: https://www.facebook.com/david.telisman [https://www.facebook.com/david.telisman] & https://www.facebook.com/davidtelismancommunications/ [https://www.facebook.com/davidtelismancommunications/]   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.