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PODCAST

BE THAT LAWYER

BE THAT LAWYER is for attorneys who want more freedom, enjoyment and most importantly, control in their career. Topics will include business development, marketing, branding, technology, and law firm growth. The goal is to educate, entertain and share best practices related to these topics, so that you, the listener can get real value. This is primarily an interview show with great guests (attorneys and legal marketing professionals), sharing stories and analogies, as well as engaging in personal

business marketing

All Episodes

00:32:09

Tracy LaLonde: Achieving Joy in the Legal Grind: From...

BE THAT LAWYER ·

2024/11/21

In this episode, Steve Fretzin and Tracy LaLonde discuss:Dynamics of trust in professional and client relationshipsStress management and work-life balance strategiesEffective delegation and communication for legal professionalsMaintaining integrity and transparency in business Key Takeaways:Trust grows through intentional, proactive communication, where even small gestures like timely responses build respect, while ignoring issues can erode trust and risk client loyalty.Finding personal joy amid

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00:33:03

Deb Feder: Optimizing Your LinkedIn and Client...

BE THAT LAWYER ·

2024/11/18

In this episode, Steve Fretzin and Deb Feder discuss:Importance of client relationship management and deepening connectionsPrioritizing tasks to enhance productivity and work-life balanceRole of social media in professional growth and networkingEffective business development and optimizing client interactions Key Takeaways:Lawyers can achieve more sustainable productivity by prioritizing just two major tasks before checking email each day, preventing inbox overwhelm from dictating their

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00:32:15

Brian Zapf: Financial Foundations for Law Firm Growth

BE THAT LAWYER ·

2024/11/14

In this episode, Steve Fretzin and Brian Zapf discuss:Financial planning and metrics for law firmsImportance of strategic investments and cost controlLeveraging financial storytelling for decision-makingBest practices for client and revenue management Key Takeaways:In addition to revenue, law firm owners should track net income and cash flow, as well as specific KPIs like effective hourly rates and client lifetime value to fully understand profitability.Payroll should be about 40-45% of revenue;

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00:31:55

Scott Love: The Power of Niching Down: Legal...

BE THAT LAWYER ·

2024/11/11

In this episode, Steve Fretzin and Scott Love discuss:The value of finding a specialized niche in legal recruitingStrategies for building resilience in a challenging fieldTechniques for effectively positioning oneself as a trusted expertThe importance of focusing efforts to maximize productivity and impact Key Takeaways:Focusing exclusively on corporate, finance, and private equity law clients allowed Scott to build deeper client relationships and better anticipate client needs.Analyzing hiring and

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00:35:26

Michael Educate: Creating Lasting Client...

BE THAT LAWYER ·

2024/11/07

In this episode, Steve Fretzin and Michael Educate discuss:Effective habits for business development and client relationshipsRelationship-driven networking and sustained client loyaltyThe impact of mentorship and personal values on professional growthThe importance of active listening and sales-free selling techniques Key Takeaways:Making business development a regular, ingrained part of the daily routine is essential for long-term success and should not be left as an “end-of-day” task.Building a

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00:30:36

Rochelle Seltzer: Harnessing Creativity to Boost...

BE THAT LAWYER ·

2024/11/04

In this episode, Steve Fretzin and Rochelle Seltzer discuss:Embracing creativity for professional and personal growthManaging client relationships and workload creativelyBuilding an authentic personal brandUnlocking creativity in structured professions Key Takeaways:Lawyers can build a more fulfilling practice by choosing clients selectively, raising rates, and letting go of work that doesn’t align with their strengths, helping to prevent burnout.Short breaks throughout the day, even just to breathe

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00:34:18

Daniel Scola: Developing Business in Law: What They...

BE THAT LAWYER ·

2024/10/31

In this episode, Steve Fretzin and Daniel Scola discuss:Developing business skills as a lawyerBalancing legal expertise with emotional intelligenceTransitioning from in-house counsel to a law firm partnerCompeting with larger firms for corporate clients Key Takeaways:Building strong relationships with general counsel often involves using emotional intelligence to understand their concerns and tailor communication effectively.Transitioning from in-house to a law firm typically requires learning

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00:31:47

Camille Stell & Brenda Barnes: Aligning Law Firm...

BE THAT LAWYER ·

2024/10/28

In this episode, Steve, Camille, and Brenda discuss:Law firm compensation structures and challengesThe role of transparency in legal industry compensationSuccession planning and generational shifts in law firmsRecruiting and retaining legal talent in a competitive market Key Takeaways:Non-equity partnership tracks are becoming common, allowing lawyers to learn financial and managerial aspects before committing to buy-ins.Law school debt significantly influences young lawyers' careers, with some

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00:32:19

Steve Mehr: Differentiation, CRM, and SOPs for a...

BE THAT LAWYER ·

2024/10/24

In this episode, Steve Fretzin and Steve Mehr discuss:Importance of CRM and data-driven approaches in law practice managementStrategies for scaling a law firm efficientlyThe role of marketing and brand differentiation in legal industry successBalancing multiple roles and responsibilities within a growing practice Key Takeaways:A customized CRM system is essential for tracking key metrics, enabling predictive analytics, improving budgeting, and preventing lawyers from running practices without

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00:33:32

Eido Walny: Building a Winning Business with...

BE THAT LAWYER ·

2024/10/21

In this episode, Steve Fretzin and Eido Walny discuss:Entrepreneurial mindset in lawBalancing personal and professional lifeClient experience and relationship managementMentorship 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

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00:32:07

Jonathan Baum: From Big Law to Independent Lawyering...

BE THAT LAWYER ·

2024/10/17

In this episode, Steve Fretzin and Jonathan Baum discuss:Transitioning from a big law firm to independent practiceCultivating strong client relationships for career sustainability in lawThe evolving dynamics of legal workPersonal 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

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00:34:19

RJon Robins: Strategies for Law Firm Profit and Peace...

BE THAT LAWYER ·

2024/10/14

In this episode, Steve Fretzin and RJon Robins discuss:Understanding the business side of law firmsCommon challenges in growing a law firmOvercoming financial and operational hurdles in law practicePersonal 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,

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00:34:44

Ben Paul: Mastering AI in Legal Business Development

BE THAT LAWYER ·

2024/10/10

In this episode, Steve Fretzin and Ben Paul discuss:AI in modern business development for legal professionalsBuilding and sustaining client relationships in a competitive legal marketEnhancing personal branding and marketingNavigating 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

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00:32:00

David Telisman: Leveraging AI and Content Marketing...

BE THAT LAWYER ·

2024/10/07

In this episode, Steve Fretzin and David Telisman discuss:The role of content in business growthChallenges professionals face in content creationAI's impact on marketing strategiesDelegating 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

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00:30:50

Michael Oberther: Building Bridges and Cultivating...

BE THAT LAWYER ·

2024/10/03

In this episode, Steve Fretzin and Michael Oberther discuss:Effective networking for attorneysCommunicating complex legal concepts in a relatable mannerUnderstanding your target audience in networking effortsBuilding strong referral relationships within professional networks Key Takeaways:Attorneys should prepare to explain their services in simple terms, akin to explaining to a high schooler, to ensure clarity and recognition of referral opportunities.Sharing specific stories about past client

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00:36:21

Chris Ruzicka: The Power of Business Development and...

BE THAT LAWYER ·

2024/09/30

In this episode, Steve Fretzin and Chris Ruzicka discuss:Networking and relationship buildingThe role of business development in law firmsWhy many lawyers struggle with sales and networkingMaking the most out of networking opportunities Key Takeaways:Building strong relationships is key to business development by focusing on genuine connections over immediate sales and starting with familiar, comfortable contacts.Non-lawyers add significant value in law firms by handling networking, generating

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00:35:09

Robert Hanna: Unlocking Legal Success Through...

BE THAT LAWYER ·

2024/09/26

In this episode, Steve Fretzin and Robert Hanna discuss:Podcasting as a business development toolBuilding and engaging a legal communityStrategies for growing a personal or firm brandLeveraging LinkedIn and legal technology for career advancement Key Takeaways:Launching a podcast differentiates a business, builds client relationships, and establishes a brand by offering valuable content over direct sales approaches.Consistent content creation and social media engagement, especially on LinkedIn,

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00:30:47

Ron Latz: Mastering Law Firm Growth through Strategic...

BE THAT LAWYER ·

2024/09/23

In this episode, Steve Fretzin and Ron Latz discuss:Challenges in business development and marketing for lawyersAligning marketing strategies with law firm goalsChoosing the right marketing vendors for law firmsPersonal branding and networking in law firm success Key Takeaways:Lawyers often struggle with marketing due to a lack of business development education and being overwhelmed by running their practices.When selecting marketing vendors, firms should assess cultural fit, business alignment,

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00:31:41

Merry Neitlich: Mastering Legal Branding From...

BE THAT LAWYER ·

2024/09/19

In this episode, Steve Fretzin and Merry Neitlich discuss:Challenges in legal marketingImportance of branding in law firmsEvolving marketing techniquesIntegration of branding with business development Key Takeaways:Lawyers often misunderstand branding as a tagline, but effective branding requires a deep dive into what makes their services unique and meaningful to clients.Without integrating marketing and business development efforts, even the best branding will not drive results, as lawyers must

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00:31:28

Justin Krane: Smart Spending and Turning Business...

BE THAT LAWYER ·

2024/09/16

In this episode, Steve Fretzin and Justin Krane discuss:Challenges lawyers face with managing their financesThe importance of automating financial systemsThe connection between lifestyle choices and financial healthStrategies for building a financially secure law practice Key Takeaways:Automating the transfer of funds between business and personal accounts helps remove emotion from financial decisions and ensures steady savings.Lawyers often struggle with personal finances because they lack clarity

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