BE THAT LAWYER

In this episode, Steve Fretzin and Julia Taylor discuss: Delegation and outsourcing as growth strategies for small law firms Challenges in accessing experienced legal talent and solutions through outsourcing Using technology and automation to streamline law firm operations Addressing financial and trust concerns in outsourcing decisions Key Takeaways: Outsourcing tasks like paralegal work or back-office functions can significantly reduce overhead and provide flexibility, as firms pay only for billable hours without the burden of full-time employee costs. Many solo and small firm owners struggle to find experienced talent locally, making nationwide outsourcing a critical solution to access skilled professionals. Utilizing case management software like Clio or MyCase improves efficiency and allows virtual teams to collaborate effectively; exploring tools like Ghostwriter Legal for AI-driven drafting can further enhance productivity. Onboarding outsourced staff effectively includes creating detailed checklists, setting clear expectations, and gradually increasing responsibilities to build trust and ensure smooth integration. "Trust but verify. Work through for a week or two with a high level of supervision, see how that goes, and then slowly start to wean away." — Julia Taylor Got a challenge growing your law practice? Email me at [email protected] with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors! Rankings.io: https://rankings.io/ Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: CEO School Podcast: https://podcasts.apple.com/us/podcast/ceo-school/id1525261018 About Julia Taylor: Julia Taylor is the owner of LevLegal, LLC, a virtual paralegal and law firm consulting business. She and her team provide services like virtual paralegals, firm administration, operations consulting, and staff training, helping attorneys streamline processes, reduce overhead, and focus on practicing law. LevLegal supports law firms nationwide in various practice areas. Connect with Julia Taylor: Website: https://www.lev-legal.com/ Email: [email protected] LinkedIn: https://www.linkedin.com/in/julia-taylor-46355241 Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: [email protected] Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Scott Monroe discuss: Balancing quality and quantity in legal practice Challenges and strategies in building and managing a successful law firm The role of technology, automation, and staff training in enhancing legal efficiency Innovative approaches to legal marketing and networking Key Takeaways: Transitioning from a solo practitioner to building a team ensures higher quality service and enables sustainable work-life balance. Investing in technology, such as case management software, significantly increases operational efficiency and reduces burnout. For criminal defense, effective online marketing strategies like Google ads, SEO, and customer reviews are crucial for visibility and client acquisition. Building a "work family" through proper hiring, training, and fostering a collaborative environment leads to high employee retention and better client outcomes. "You're not going to have a clue who I am unless I invest the time and the energy into putting that stuff out there and giving my clients an opportunity to let people know how good I, my team, my associates, and our services are." — Scott Monroe Got a challenge growing your law practice? Email me at [email protected] with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors! Rankings.io: https://rankings.io/ Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ About Scott Monroe: At Monroe Law, PA, justice matters. Jacksonville criminal defense attorney Scott Monroe, the firm’s founder and president, has dedicated his career to providing exceptional service. As a former prosecutor, he has intimate knowledge of state prosecutions. Scott started his firm to focus on quality over quantity, taking the time to understand each case and help clients. An award-winning attorney, he has received the Elite Advocate Award for six years and led Monroe Law Firm to accolades like Top 10 Best Criminal Defense Law Firms in Florida and Law Firm of the Year in 2023. Previously, he founded Monroe & King, P.A. (now First Coast Criminal Defense), earning multiple awards before departing in 2023 to establish Monroe Law Firm. For clarity, Scott is no longer affiliated with Monroe & King (First Coast Criminal Defense). Connect with Scott Monroe: Website: https://www.monroelaw.com/ Email: [email protected] LinkedIn: https://www.linkedin.com/in/scott-monroe-18157753/ Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: [email protected] Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Simon McCrum discuss: Effective business development in law firms Enhancing client loyalty through service Standing out with unique differentiators Building trust and collaboration internally Key Takeaways: Authenticity and trust, rather than sheer volume of connections, are the cornerstone of effective business development, as demonstrated by prioritizing fewer, deeper introducer relationships. A well-defined "service promise," crowd-designed and rigorously delivered, creates a memorable client experience that sets a firm apart from its competitors. Revisiting underutilized existing client relationships can unlock significant growth by exploring untapped legal service opportunities and addressing overlooked needs. Implementing transparent client feedback systems, like real-time service ratings published publicly, builds credibility, accountability, and fosters long-term client trust and satisfaction. "Business development isn’t goodwill development; it has to be about money and profit." — Simon McCrum Got a challenge growing your law practice? Email me at [email protected] with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors! Rankings.io: https://rankings.io/ Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ About Simon McCrum: Simon McCrum, a Management Consultant, helps law firms strengthen and grow their businesses. A solicitor and former Equity Partner and Managing Partner, he has decades of leadership in law firms and legal teams. Qualifying as a lawyer in 1990, Simon moved from fee-earner to roles like Marketing Partner, Director of Business Development, and part of the Management Team at a £50m turnover UK law firm. In 2007, as Managing Partner of a Top 200 UK law firm with a £6m turnover, he led the firm from a trading loss during the Credit Crunch to its most successful year in 2010, becoming the UK’s fastest-growing law firm. After the firm’s 2016 acquisition, Simon launched McCrum Consulting to boost law firm performance and growth. He developed "The Perfect Legal Business" model, which inspired his bestselling book, The Perfect Legal Business, followed by The Perfect Lawyer. His upcoming book, The Perfect Partner, completes the trilogy. Connect with Simon McCrum: Website: https://www.mccrum.legal/ Email: [email protected] LinkedIn: https://www.linkedin.com/in/simonmccrum/ Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: [email protected] Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Heather Moulder discuss: Aligning legal careers with personal values and intentionality Leveraging storytelling for branding and client relationships Balancing life, career, and embracing transformative change Attracting ideal clients for a sustainable practice Key Takeaways: Lawyers can attract ideal clients by sharing stories that highlight their values, approach, and style, rather than focusing solely on credentials. Life challenges, like a cancer diagnosis, can spark a re-evaluation of priorities and lead to career shifts aligned with personal fulfillment. Effective storytelling involves brainstorming past experiences, organizing them into themes, and focusing on lessons or client wins while maintaining confidentiality. Strong branding stories cast the client as the hero and the lawyer as a guide, creating relatable and impactful narratives. "The brilliance of storytelling.... is it attracts better clients. And by better, I don’t mean others are bad...just not a good fit for you from a values or personality perspective." — Heather Moulder Got a challenge growing your law practice? Email me at [email protected] with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors! Rankings.io: https://rankings.io/ Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Building a StoryBrand by Donald Miller: https://www.amazon.com/Building-StoryBrand-Clarify-Message-Customers/dp/0718033329 About Heather Moulder: Heather Moulder, former Big Law partner, lawyer business coach, and host of the Life & Law Podcast, left a multi-million-dollar book of business after 18 years in private practice and a breast cancer battle to help lawyers build their ideal law practice around the life they want to live. Using a tailored framework aligned with each client's strengths, values, and needs, Heather helps attorneys build seven-figure practices without sacrificing themselves. Her clients rave about how this approach 10x’s performance and reenergizes them professionally. When not helping clients achieve more with less, Heather is cooking gluten-free meals or cheering on her baseball-obsessed teenager in the Texas heat. Connect with Heather Moulder: Website: https://www.coursecorrectioncoaching.com/ Email: [email protected] LinkedIn: https://www.linkedin.com/in/heathermoulder/ Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: [email protected] Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Julia Hensel discuss: The critical role of SEO in driving law firm growth Adapting to Google’s shifting algorithms for visibility Mobile optimization as a key factor for conversions Leveraging local search strategies for competitive legal markets Key Takeaways: Law firms with strong reputations and histories are ideal candidates for SEO, but smaller-budget firms in large geographies should explore alternative marketing strategies. Google's recent algorithm updates focus on "helpful content" written for people rather than content optimized purely for search, impacting firms using mass-generated or AI-driven content strategies. Many legal websites fail to optimize for mobile, with critical features like inquiry forms often buried at the bottom of pages, significantly reducing conversions. Local Service Ads (LSAs) operate on a pay-per-lead model and require proper tracking and optimization to ensure ROI, particularly in competitive markets. "Google looks for expertise, experience, authoritativeness, and trust. If you are a firm with strong results, with many different cases you can speak to on your site, you’re able to prove a lot of those elements, and SEO will be a really strong fit for you." —  Julia Hensel Got a challenge growing your law practice? Email me at [email protected] with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors! Rankings.io: https://rankings.io/ Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Made to Stick: Why Some Ideas Survive and Others Die by Chip Heath and Dan Heath: https://www.amazon.com/Made-Stick-Ideas-Survive-Others/dp/1400064287 About Julia Hensel: Julia Hensel is the CEO of Lexigate, an SEO agency that services law firms. In her role at Lexigate, Julia oversees the agency’s work across website development, content creation, on-page optimization, link building, local strategies, and more. Lexigate focuses on driving measurable growth in signed cases and guarantees an increase in the first year of working together—or will work for free until targeted results are achieved. Connect with Julia Hensel:  Website: https://lexigate.com/ Email: [email protected] LinkedIn: https://www.linkedin.com/in/juliawittrockhensel/ & https://linkedin.com/company/lexigate Facebook: https://www.facebook.com/lexigateagency Instagram: https://www.instagram.com/lexigate_com/ Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: [email protected] Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Gideon Grunfeld discuss: Strategies for pricing legal services effectively Overcoming psychological barriers to fee adjustments in legal practice The importance of tailoring legal service models Leveraging emotional connections and effective communication in client relationships Key Takeaways: Lawyers often undercharge because they fear client objections, but raising rates with new clients or incrementally testing higher fees with existing clients can result in fairer compensation. Time is not always the best proxy for value in legal services; using flat fees or value-based pricing can align better with the real impact of a lawyer's work. Approaching legal service delivery as a relationship rather than a transaction allows lawyers to justify higher fees by emphasizing guidance, expertise, and emotional support. A subscription model can be a game-changer for repetitive, high-volume work, such as employment law, offering consistent engagement and client satisfaction. "The value you're providing has very little to do with the time you're putting in. In fact, if you can make it go away really fast, the client values it even more. So, do not charge by the hour." — Gideon Grunfeld Got a challenge growing your law practice? Email me at [email protected] with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors! Rankings.io: https://rankings.io/ Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Huberman Lab Podcast: https://podcasts.apple.com/us/podcast/huberman-lab/id1545953110 About Gideon Grunfeld: Gideon Grunfeld was, for almost ten years, a large law firm business litigator and an antitrust attorney. As the president and founder of Rainmaking For Lawyers, he has since 2004 consulted with law firms and coached individual partners, of counsel, and associates to grow their book of business. In this capacity, he has helped thousands of lawyers increase their initial retainers, raise their hourly rates and flat fees, communicate their fees to clients, and increase their collections. Connect with Gideon Grunfeld: Website: https://rainmakingforlawyers.com/ Email: [email protected] LinkedIn: https://www.linkedin.com/in/ggrunfeld/ Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: [email protected] Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Russell Knight discuss: Challenges and strategies in scaling a legal practice Balancing professional and personal commitments effectively Building and retaining talent within a growing law firm The role of firm culture and external development in professional success Key Takeaways: Hiring experienced professionals, even at a higher cost, provides stability and reduces the training needs of fresh graduates who require more supervision. Ongoing recruitment through social media and outreach ensures a steady talent pipeline, allowing potential hires to learn about the firm’s culture before joining. Investing in external development programs, like trial advocacy courses, enhances lawyers’ skills, strengthens loyalty, and shows the firm’s commitment to their growth. Hosting team-building events, such as farm-to-table dinners or concert outings, fosters culture, encourages cohesion, and attracts top talent. "Stop being cheap. That dollar isn’t your dollar; it’s the firm’s dollar, and it needs to get spent on people that aren’t you." — Russell Knight Got a challenge growing your law practice? Email me at [email protected] with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors! Rankings.io: https://rankings.io/ Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Unreasonable Hospitality: The Remarkable Power of Giving People More Than They Expect by Will Guidara: https://www.amazon.com/Unreasonable-Hospitality-Remarkable-Giving-People/dp/0593418573 About Russell Knight: Russell Knight is an experienced divorce and family law attorney with offices in Chicago and Naples. He has authored over 700 articles and contributed to legal publications, including the Illinois Institute for Continuing Legal Education. Frequently quoted by NBC News and Newsweek, Russell offers expert guidance on divorce, contracts, litigation, and equity issues. Fluent in English, French, and Spanish, he provides strategic support to clients navigating complex family law matters. Connect with Russell Knight: Website: https://rdklegal.com/ Email: [email protected] Personal LinkedIn: https://www.linkedin.com/in/russell-d-knight/ Company LinkedIn: https://www.linkedin.com/company/law-office-of-russell-d-knight/ Facebook: https://www.facebook.com/LawOfficeofRussellDKnight Instagram: https://www.instagram.com/divorceattorneyknight/ Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: [email protected] Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Jennifer Gardner discuss: The impact of emotional intelligence on personal and professional success Strategies for communication and influence in legal practice Addressing challenges in business development and client management Lawyers’ responsibility in upholding societal values and the rule of law Key Takeaways: Lawyers can enhance their decision-making and relationship-building skills by focusing on emotional intelligence, which includes empathy and understanding clients' emotions. Influence, distinct from power or convincing, is most effective when used to align others' decisions with their own goals while fostering collaboration. Prospective client meetings are more successful when the focus is on listening and empathizing rather than pitching or hard-selling services. Recognizing every interaction as an opportunity to influence positively can help lawyers build trust, improve client outcomes, and reinforce their roles as guardians of the rule of law. "Every communication is an opportunity to move further and further toward that end—using influence in a really positive way to achieve great results for our clients and to enforce the rule of law." — Jennifer Gardner Got a challenge growing your law practice? Email me at [email protected] with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors! Rankings.io: https://rankings.io/ Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Lex Fridman Podcast: https://podcasts.apple.com/us/podcast/lex-fridman-podcast/id1434243584 About Jennifer Gardner: Jennifer B. Gardner is a Los Angeles-based trial lawyer and persuasive communications educator. She specializes in strategic, empathic, and persuasive communication, focusing on high performers in various settings. When she is not lawyering, she educates high-performing leaders on how to grow their executive presence and confidence using persuasive communication strategies through her program, “The Art of Influence and the Power Lab,” as well as for various continuing legal education providers. She also consults with lawyers on strategic messaging for their cases and helps them enhance their courtroom presence. Connect with Jennifer Gardner: Website: https://jenniferbgardner.com/ & https://jgardnerassociates.com/ LinkedIn: https://www.linkedin.com/in/jenniferbgardner/ Instagram: https://www.instagram.com/iamjenniferbgardner Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: [email protected] Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Sonya Palmer discuss: Keeping connections alive after meetings Growing teams and operations effectively Empowering women in law firms Using content and AI to grow practices Key Takeaways: To avoid losing momentum after meetings, always establish a next step, whether scheduling a follow-up or agreeing on mutual actions that maintain the connection. A robust hiring process, including video interviews and task-based evaluations, ensures new hires align with company values and can meet performance standards. Women advancing in leadership roles bring invaluable diversity to law firms, fostering client trust and improving business outcomes by reflecting varied perspectives. Combining personal content strengths with tools like ChatGPT allows lawyers to efficiently generate scalable marketing materials that create lasting client engagement. "Because in by being themselves and by being authentic, [women] have value....they don't have to pretend to be like the men. They have their own unique value, just like men do." — Sonya Palmer Got a challenge growing your law practice? Email me at [email protected] with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors! Rankings.io: https://rankings.io/ Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Personal Injury Mastermind Podcast: https://podcasts.apple.com/us/podcast/personal-injury-mastermind/id1501754955 Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity by Kim Scott: https://www.amazon.com/Radical-Candor-Kick-Ass-Without-Humanity/dp/1250103509 About Sonya Palmer: Sonya Palmer, the voice behind LawHer, is a seasoned digital marketing expert and the SVP of Operations at Rankings.io, an Inc. 5000 SEO company for lawyers. Working closely with female attorneys at various career stages—many now firm owners—Sonya identified a critical gap: women were often trying to build their legal businesses alone, without visibility into successful models. Through LawHer, she aims to provide women in law the tools, insights, and community support needed to redefine success on their own terms. Connect with Sonya Palmer: Website: https://rankings.io/ Email: [email protected] Show: LawHer Podcast: https://podcasts.apple.com/us/podcast/lawher/id1599413853 LinkedIn: https://www.linkedin.com/in/sonyapalmer/ Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: [email protected] Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Jared Correia discuss: The evolving role of AI and technology in legal practices Common obstacles lawyers face with adopting and implementing tech solutions Strategies for improving law firm efficiency and productivity Trends in business development and billing models Key Takeaways: Lawyers hesitate to adopt AI due to risk aversion and limited tech savviness, but starting with free tools like ChatGPT can ease the transition. Flat fee billing models align with AI efficiencies, as ethical guidelines discourage charging for time saved through automation. AI tools like Microsoft Copilot and Google Duet AI reduce time on repetitive tasks, allowing lawyers to focus on strategic work. Large firms often beta-test AI in specific practice groups, while smaller firms use off-the-shelf or custom solutions. "I have found that most attorneys...it's a talent acquisition problem these days, not a work acquisition problem. They need to find more lawyers to do the work—another way to look at it is, maybe we need more technology to do the work and deploy that." — Jared Correia Got a challenge growing your law practice? Email me at [email protected] with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors! Rankings.io: https://rankings.io/ Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: The Rest Is History Podcast: https://podcasts.apple.com/us/podcast/the-rest-is-history/id1537788786 About Jared Correia: Jared D. Correia, Esq., a former practicing lawyer, has been a business management consultant for law firms since 2008, working with thousands of firms globally, from solo practices to Big Law. An internationally recognized legal technology expert, he is the founder and CEO of Red Cave Law Firm Consulting, serving lawyers directly and through bar associations. Correia has hosted The Legal Toolkit podcast since 2009 and The NonEventcast podcast for Above the Law. He also contributes to the NonEvent legal technology hub, presents for legal organizations, and writes for law firm business management publications. Connect with Jared Correia: Website: https://www.redcavelegal.com/ Email: [email protected] LinkedIn: https://www.linkedin.com/in/jaredcorreia/ & https://www.linkedin.com/company/red-cave-legal/ Twitter: https://x.com/jaredcorreia & https://x.com/RedCaveLegal Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: [email protected] Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.