BE THAT LAWYER

AI is reshaping legal work—but does that mean lawyers should build technology, adopt it, or wait for proven solutions? Ken Crutchfield shares practical ways to navigate the change while keeping client needs, sound judgment, and business realities in focus.

In this episode, Steve Fretzin and Ken Crutchfield discuss:

• The “job to be done” behind legal services
• Sustainable advantage and AI adoption
• AI for law firm business development
• AI’s impact on billing and legal staffing
• Legal practice, judgment, and opportunity in the future

Key Takeaways:

• Understand the outcome clients truly want—not just the legal service they request.
• Before turning an AI workflow into a business, test whether it solves a repeatable problem and can stay differentiated.
• Build AI fluency through hands-on use; you don’t have to be first to benefit.
• AI may reduce time spent on some tasks, but bespoke legal work and billable-hour incentives make a complete shift in billing unlikely to happen quickly.
• As routine work becomes more automated, discernment, legal judgment, and emotional intelligence become even more valuable.

"Anybody… that is looking at how to manage and navigate this, just take it one step at a time. Learn how to use AI. Use it in your personal life." —  Ken Crutchfield

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.

Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers.

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/
 

Thank you to our Sponsor!

LEX Reception: https://www.lexreception.com/partners/bethatlawyer

Rankings.io: https://rankings.io/

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/
 

About Ken Crutchfield: Ken Crutchfield is the founder of Spring Forward Consulting, bringing over four decades of experience advising investors, startups, law firms, and legal tech enterprises on market strategy, revenue growth, and exit planning. Having held leadership roles across major industry organizations—including LexisNexis, Thomson Reuters, Bloomberg, Dun & Bradstreet, and Wolters Kluwer—he combines an operator's perspective with deep expertise in legal technology, business transformation, and generative AI. A regular columnist for Above the Law and LawNext, Ken frequently speaks and writes on the intersection of technology and the legal industry. He holds an MBA and a B.S. in Electrical Engineering from The Ohio State University.
 

Connect with Ken Crutchfield:

Website: https://springforwardconsulting.com/ 

LinkedIn: https://www.linkedin.com/in/ken-crutchfield/ 

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. 

Going solo takes more than legal skill: it calls for business development, financial planning, and a clear-eyed view of what running a firm involves. This conversation explores how lawyers can prepare for the leap—and avoid losing focus once they make it.

In this episode, Steve Fretzin and Anthonia Berry discuss:

• Limiting beliefs and readiness for entrepreneurship
• Business development, marketing, and client service
• Firm finances and back-office operations
• Staying focused and building an authentic practice
• Delegation, coaching, and financial runway

Key Takeaways:

• Confidence grows when lawyers understand their value and prepare for the business side of practice.
• A successful firm requires both client development and the capacity to serve and retain clients.
• Before launching, understand the financials, back-office needs, and operating costs—including a realistic cash buffer.
• Focus on a clear practice lane before pursuing new opportunities or expanding into unrelated areas.
• Delegate specialized operational work and use experienced coaches or advisors to uncover blind spots.

"One piece of advice that I will give to any attorney that's starting a law firm or anybody who's starting a business is figure out what your lane is and go all the way down that lane, and really get entrenched in it before you think about making a left or a right turn, because if you continue to be distracted, you will not get anything done. You will be always chasing the next thing." —  Anthonia Berry
 

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.

Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers.

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/

Thank you to our Sponsor!

LEX Reception: https://www.lexreception.com/partners/bethatlawyer

Rankings.io: https://rankings.io/

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/

About Anthonia Berry: Anthonia Berry is the Chief Executive Officer of Strategy Academy, bringing two decades of experience working with national and international law firms to drive business development and revenue growth. Holding an MBA, she specializes in crafting tailored, action-oriented strategies that help attorneys build sustainable practices and expand their books of business in a competitive market. Through Strategy Academy, Anthonia provides law firms of all sizes with comprehensive growth frameworks, actionable insights, and customized guidance designed to foster long-term success and strong community impact.

Connect with Anthonia Berry:  

Website: https://strategyacademy.us/ 

LinkedIn: https://www.linkedin.com/in/anthoniasberry/ 
 

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. 

What does it take to grow a law firm without losing sight of its people? Eric Gros-Dubois shares lessons on taking entrepreneurial risks, adapting to AI and outsourcing, hiring thoughtfully, and making career paths transparent.

In this episode, Steve Fretzin and Eric Gros-Dubois discuss:

• The “Man in the Arena” and starting a firm
• EPGD Business Law’s growth and partnership
• AI, outsourcing, and changing legal roles
• Recruiting, referrals, and hiring for fit
• Transparent career paths and associate retention

Key Takeaways:

• Trying, learning, and making mistakes can be more valuable than waiting until you feel fully prepared.
• AI and outsourcing are changing entry-level legal work, and the staffing mix firms need.
• Build a recruiting pipeline before a staffing crisis forces rushed decisions.
• Look for candidates whose work history suggests commitment, while asking about the context behind short tenures.
• Put advancement expectations in writing so employees can see what partnership requires.

"[Hiring] with wrong intentions or for the wrong motivations [results in] bad decisions." —  Eric Gros-Dubois

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.
 

Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers.
 

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/

Thank you to our Sponsor!

LEX Reception: https://www.lexreception.com/partners/bethatlawyer

Rankings.io: https://rankings.io/

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/

About Eric Gros-Dubois: Eric Gros-Dubois is the founder of EPGD Business Law, where he leads the firm’s corporate, estate planning, and tax practices out of the Miami office. Holding both a JD and an MBA with a concentration in finance, he combines commercial acumen with a hands-on, solutions-oriented approach to act as a strategic advisor for business owners. With prior experience spanning commercial litigation, private equity, and tax court representation, Eric focuses on building long-term client relationships and delivering practical solutions to complex personal and business challenges.

Connect with Eric Gros-Dubois:  

Website: https://www.epgdlaw.com/team/eric-p-gros-dubois/ 

LinkedIn: https://www.linkedin.com/in/ericgrosdubois/ 
 

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. 

A contact list is only the beginning: the real value comes from using it to build loyalty, share expertise, and make meaningful connections. Rees Morrison and Steve Fretzin discuss practical ways lawyers can turn networks into lasting relationships—without losing focus.
 

In this episode, Steve Fretzin and Rees Morrison discuss:

• Legal-industry surveys and data analysis
• Client lists, loyalty, and useful outreach
• AMAs and other ways to share expertise
• Professional groups, referrals, and giving value
• CRMs, AI, personal branding, and focus

Key Takeaways:

• Start with a simple, organized contact list—and keep building it.
• Give clients value outside the immediate legal matter to strengthen loyalty.
• Segment contacts so outreach can be relevant rather than one-size-fits-all.
• Professional groups work best when members contribute, connect, and invest in one another.
• Focus on a few priorities instead of letting every promising idea become a new commitment.

"Word of mouth approval is the most potent. So if a client likes you as a person and your work, and just happens to mention that to some competitor, that's the best." —  Rees Morrison

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.

Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers.

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/

Thank you to our Sponsor!

LEX Reception: https://www.lexreception.com/partners/bethatlawyer

Rankings.io: https://rankings.io/

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/

About Rees Morrison: Rees Morrison is a legal consultant and partner at Edge International with over 30 years of experience advising corporate legal departments and law firms. Having previously held leadership and consulting roles with PwC, Arthur Andersen, Hildebrandt, Altman Weil, EY, and in-house at Merck, he specializes in legal industry data analysis, benchmarking, and survey design. A prolific author who has published over 320 articles and four books—including Savvy Surveys for the Legal Industry and Data Graphs for Legal Management—Rees holds a BA from Harvard College, a J.D. from Columbia Law School, and an LLM from New York University.

Connect with Rees Morrison:  

Website: https://edge-international.com/people/rees-morrison/ 

Book: https://leanpub.com/savvysurveysforthelegalindustry 

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. 

What does it take for lawyers to become the person others think of first? This episode explores a practical approach to personal branding built on relationships, useful content, and consistency.
 

In this episode, Steve Fretzin and Tim Semelroth discuss:

• Talent alignment in marketing and trial work
• The “Three Ls”: Lists, LinkedIn, and the Lectern
• Strategic follow-up with referral partners
• Finding an authentic content style
• Consistent posting and content repurposing

Key Takeaways:

• Put people in roles that match their strengths instead of expecting training alone to create enthusiasm.
• Build a focused contact list and prioritize the relationships that generate the most meaningful referrals.
• Share what you know with people just a few years behind you; you don’t need to wait to be recognized as an expert.
• Make your marketing useful to your audience. Position yourself as a guide, not the hero of their story.
• A sustainable routine of posting, commenting, and reaching out can keep you visible over time.

"[They] don't want a Luke Skywalker; they want a Yoda. People who are paying attention to you online, they're not looking for a hero. They're the heroes of their story. They want you to be a guide who can help them solve whatever's going on in their lives." —  Tim Semelroth

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.

Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers.
 

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/

Thank you to our Sponsor!

LEX Reception: https://www.lexreception.com/partners/bethatlawyer

Rankings.io: https://rankings.io/

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/

Episode Reference:

Stanley.ai: https://x.getstanley.ai/r/sv6m9n 

About Tim Semelroth: Tim Semelroth is a partner at RSH Legal (Riccolo, Semelroth & Henningsen, P.C.) and a board-certified trial attorney dedicated to representing injured Iowans and their families in complex personal injury, truck accident, and wrongful death cases. He holds board certifications in both Civil Trial Law and Truck Accident Law from the National Board of Trial Advocacy, making him the first lawyer in Iowa to earn board certification in trucking accident law. A past president of the Iowa Association for Justice and former chair of the Iowa State Bar Association’s Litigation Section, Tim also serves as an adjunct professor at the University of Iowa College of Law. He earned his J.D. with high distinction from the University of Iowa College of Law after graduating summa cum laude from Drake University.

Connect with Tim Semelroth:  

Website: https://www.fightingforfairness.com/ 

LinkedIn: https://www.linkedin.com/in/timsemelroth/ 

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. 

Could outside expertise and capital help law firms grow without taking control of legal judgment? This episode explores how MSOs may transform law firm operations—and why choosing the right partner matters.

In this episode, Steve Fretzin and Frederick Shelton discuss:

• Legal MSOs and law firm back-office operations
• Rule 5.4 and protecting lawyers’ independence
• Platform firms, bolt-ons, and deal economics
• Business development and high-value networks
• Homelessness, personal setbacks, and giving back

Key Takeaways:

• A well-structured MSO can support a firm’s business operations while leaving legal judgment and client decisions to lawyers.
• Choosing an MSO requires careful attention to its incentives, governance, and willingness to stay within its role.
• Firms with room to improve operations may be especially attractive partners when those improvements can boost profitability without simply adding staff.
• Strong business development depends on building and maintaining relationships—not just marketing or technology.
• A difficult personal experience can become a lasting source of purpose and service to others.

"MSOs look for what they call levers, and these are things that they can do to improve profitability without adding more manpower." —  Frederick Shelton

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.

Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers.

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/

Thank you to our Sponsor!

LEX Reception: https://www.lexreception.com/partners/bethatlawyer

Rankings.io: https://rankings.io/

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/

About Frederick Shelton: Frederick Shelton is the Chief Executive Officer of Shelton & Steele and a leading national authority on law firm mergers, acquisitions, and Legal Management Services Organizations (MSOs). Bringing over 25 years of operational and legal industry experience—including serving as a CMO, patent boutique Executive Director, and Director of Legal—he specializes in advising firms on private equity integration, deal structure, and strategic growth. Widely recognized as a legal industry futurist who accurately predicted the rise of virtual lawyering and legal AI, Frederick is a frequent author and media commentator featured in The American Lawyer, Bloomberg Law, and PitchBook, and is an active philanthropist and USTA-competing tennis player.

Connect with Frederick Shelton:  

Website: https://www.sheltonsteele.com/frederick-shelton 

LinkedIn: https://www.linkedin.com/in/frederick-shelton/ 

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. 

AI is changing how lawyers market themselves, manage work, and bill for their services—but using it responsibly takes more than the right tools. Explore practical ways to put AI to work while protecting client confidentiality and making room for human oversight.

In this episode, Steve Fretzin and Frank Ramos discuss:

• AI for personal branding and business development
• AI-assisted presentations and content creation
• Email automation, agents, and workflow efficiency
• Client confidentiality, privilege, and human oversight
• AI’s impact on legal pricing, staffing, and careers

Key Takeaways:

• AI can help lawyers understand their online presence, identify target audiences, and shape more focused marketing.
• Tailoring presentations and content to a specific audience can make business development more relevant and memorable.
• Agents can automate repetitive work, but they require testing—and sometimes a dedicated software tool may be worth the cost.
• Protect sensitive information by vetting platforms and checking AI output against original source material.
• Distinguish between a skill you lack and an opportunity you’re afraid to try; practice can build confidence over time.

"With AI, we all have this tool now that can help direct our careers and our professions, and beyond the obvious ways." —  Frank Ramos

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.

Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers.

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/

Thank you to our Sponsor!

LEX Reception: https://www.lexreception.com/partners/bethatlawyer

Rankings.io: https://rankings.io/

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/
 

About Frank Ramos: Frank Ramos is a nationally recognized litigator, strategic advisor, and thought leader with over 26 years of experience defending commercial, product liability, premises liability, trucking, and insurance disputes. Named Miami’s Product Liability Lawyer of the Year twice by The Best Lawyers in America and holding an AV Preeminent rating from Martindale-Hubbell, he counsels clients ranging from global manufacturers to hospitality brands, while also advising businesses on AI adoption and legal risk. Known as the "Miami Mentor," Frank has written 20 books and over 500 articles on trial practice, attorney development, and litigation management published by the ABA, DRI, and FDCC.

Connect with Frank Ramos:  

Website: https://www.goldbergsegalla.com/our-team/frank-ramos/ 

LinkedIn: https://www.linkedin.com/in/miamimentor/ 

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. 

How can a law firm grow while protecting its people and its reputation? Scott Rahn shares how relationship-building, values-based hiring, and honest conversations can help firms serve clients well without burning out their teams.

In this episode, Steve Fretzin and Scott Rahn discuss:

• Long-term friendships and professional relationships
• Scott’s path into private wealth disputes
• Generational differences in law firms
• Values-based hiring and firm culture
• Sustainable growth and work-life balance

Key Takeaways:

• Strong relationships and mutual support are more lasting measures of success than professional accolades.
• Hire for shared values, not just credentials; one poor fit can disrupt an entire team.
• Turning down work can be wiser than overcommitting and damaging client service or team morale.
• Open conversations help firms understand what employees need as their priorities change.
• Retaining a strong performer at reduced capacity can be better for a business than losing them altogether.

"How disruptive it can be to let the wrong person into the organization… So it has to start at hiring, and you have to be very clear about who your people are, who you're looking to hire, and be very consistent." —  Scott Rahn

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.

Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers.

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/
 

Thank you to our Sponsor!

LEX Reception: https://www.lexreception.com/partners/bethatlawyer

Rankings.io: https://rankings.io/

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/

About Scott Rahn: Scott Rahn is the Founding Partner of RMO Lawyers, where he leads a premier trust, estate, and probate litigation practice dedicated to resolving high-stakes inheritance disputes, breach of fiduciary duty claims, and financial elder abuse cases. Drawing on extensive trial, arbitration, and mediation experience, he represents heirs, beneficiaries, trustees, and executors across California and internationally, focusing on swift, cost-effective resolutions that navigate complex family dynamics. Recognized as "Trusts and Estates Litigator of the Year" by the Century City Bar Association and listed in Chambers High Net Worth Guide and Lawdragon 500, Scott is President Emeritus of the Beverly Hills Estate Planning Council and a frequent media commentator on wealth transfer and estate disputes.
 

Connect with Scott Rahn:  

Website: https://rmolawyers.com/team/scott-rahn/ 
 

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. 

Lawyers can’t do everything themselves—and trying to may cost them time, focus, and growth. This episode explores how to delegate effectively, build trust with remote assistants, and focus on the work that matters most.

In this episode, Steve Fretzin and Jaime Nacach discuss:

• Delegation and prioritization for lawyers
• Choosing tasks and roles for virtual assistants
• Training remote team members through shadowing
• Accountability, communication, and clear expectations
• Automation, global talent, and business growth

Key Takeaways:

• Start by identifying the recurring work that consumes time but doesn’t need the lawyer’s expertise.
• Delegation works best when the responsibilities are clearly divided, rather than expecting one person to do everything.
• Invest time in training at the beginning; shadowing helps a remote assistant understand how you work.
• Measure progress by completed work and clear expectations—not only by hours logged.
• Don’t wait for everything to be perfect before launching; learn from feedback and improve as you go.

"Expectations are very important, especially in a remote setting because people are not next to each other." —  Jaime Nacach

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.
 

Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers.
 

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/
 

Thank you to our sponsors!

LEX Reception: https://www.lexreception.com/partners/bethatlawyer

Rankings.io: https://rankings.io/

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/

About Jaime Nacach: Jaime Nacach is a Mexican-born entrepreneur, marketing strategist, and technology enthusiast best known as the Founder and CEO of Virtual Latinos. Driven by a mission to bridge global talent gaps while driving positive social impact, he created Virtual Latinos in 2018 to connect North American businesses with pre-vetted, bilingual virtual assistants and remote professionals from across Latin America. Drawing on a background in digital marketing, business development, and software solutions, Jaime focuses on helping entrepreneurs scale efficiently through nearshore staffing, operational systems, and strategic delegation.

Connect with Jaime Nacach:  

Website: https://www.virtuallatinos.com/ 

LinkedIn: https://www.linkedin.com/in/jaimenacach/ 

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. 

What can a handful of great books teach lawyers about listening, delegation, client service, and building a thriving firm? Brian Klein and Steve Fretzin share the ideas that changed how they work—and how they care for clients.

In this episode, Steve Fretzin and Brian Klein discuss:

• Listening, empathy, and authentic networking
• Reading and continuous professional growth
• Time management, delegation, and buyback rates
• Value-based offers and client hospitality
• Health, stress, and entrepreneurial risk

Key Takeaways:

• Listen to understand first; genuine curiosity builds stronger relationships.
• Create systems for your time instead of relying on memory and willpower.
• Delegate work when someone else can do it well, even if you could do it yourself.
• Make the value of your service clear, and create client experiences that feel personal.
• Taking care of your health and acting before conditions are perfect can improve your odds of succeeding.

"If you can have someone that can do the job, at least 80% as good as you. You got to give it to them." —  Brian Klein

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.

Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers.
 

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/
 

Thank you to our sponsors!

LEX Reception: https://www.lexreception.com/partners/bethatlawyer

Rankings.io: https://rankings.io/

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/
 

About Brian Klein: Brian is an unconventional labor and employment attorney recognized for blending engaging personality with effective legal counsel. Named a New York Super Lawyer (2022–2024) and a former "Rising Star" (2017–2021), he founded his practice on the belief that legal counsel should be informative, approachable, and engaging. Beyond representing clients—including former legal adversaries—Brian has taught as an Adjunct Professor at Hofstra Law School, written for publications such as Eater and the International Business Times, and serves on the NYC Bar Association’s Committee on Labor and Employment Law.
 

Connect with Brian Klein:  

Website: https://www.weinsteinklein.com/teammembers/brian-g-klein/ 

LinkedIn: https://www.linkedin.com/in/brian-klein-552200a/ 

Email: [email protected] 
 

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

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