In this episode, Steve Fretzin and Phyllis Sisenwine discuss:

• The importance of networking and relationship-building for professional growth
• Effective time management and productivity strategies
• How to leverage speaking engagements and visibility opportunities
• The role of follow-up, asking for referrals, and accountability in business development

Key Takeaways:

• Interruptions can cost lawyers over an hour of billable time each day, so using strategies like time blocking, decluttering workspaces, and tackling the hardest tasks first ensures greater focus and productivity.
• Networking becomes far more effective when approached strategically by going early to events, bringing a buddy for support, wearing a professional nametag, and consistently following up multiple times to turn introductions into trusted relationships.
• Speaking engagements generate real business opportunities only when lawyers prepare by connecting with attendees beforehand, personalizing their talks with stories, gathering contact details, and following up afterward to continue the relationship.
• Lawyers often miss out on referrals because clients assume they are too busy, so they must directly but naturally ask for introductions by framing it as a way to be helpful and showing they want more clients like the ones they already serve.

"You really can’t be afraid to swing that bat. You want to be a successful lawyer. You can’t be afraid to network, to reach out to big referral partners and just take risks." —  Phyllis Sisenwine
 

Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.
 

Ready to go from good to GOAT in your legal marketing game? Don’t miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org/
 

Thank you to our Sponsor!

Legalverse Media: https://legalversemedia.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 References: 

Eat That Frog by Brian Tracy: https://www.amazon.com/Eat-That-Frog-Great-Procrastinating/dp/162656941X

How to Become a Rainmaker by Jeffrey J. Fox: https://www.amazon.com/How-Become-Rainmaker-Getting-Cust

About Phyllis Sisenwine: Phyllis Sisenwine is certified by the International Coaching Federation with the highest designation of Master Certified Coach. She is in the top 4% of the 50,000 credentialed coaches. She provides coaching services to lawyers who want to achieve greater professional and personal success. For over 25 years, Phyllis has worked with lawyers to focus on client development and creating strategies to increase performance and profitability.
 

Connect with Phyllis Sisenwine:  

Website: http://thelawyerscoach.com/

Email: [email protected]
LinkedIn: https://www.linkedin.com/in/phyllissisenwine

https://www.facebook.com/people/Phyllis-Sisenwine-Powerful-Coaching/100066793183035/

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 Jerold Rothkoff discuss:

• The importance of time management and daily structure for lawyers
• How networking, marketing, and relationship-building drive law practice growth
• The role of delegation, staff investment, and team-building in sustaining a firm
• Learning from mentors, conferences, and coaches to avoid reinventing the wheel

Key Takeaways:

• Tackling the most difficult or uncomfortable task first thing in the morning, whether it’s a dreaded client call or writing a newsletter, not only builds momentum but ensures the rest of the day feels easier and more productive.
• Sustainable law practice growth does not come from waiting for opportunities but from actively creating them by showing up, networking, volunteering, and consistently putting yourself in situations where “luck” can happen.
• The real challenge is not launching a law practice but learning to manage its growth, which requires letting go of perfectionism, embracing that “good enough” from staff is often sufficient, and shifting focus from doing everything yourself to leading others.
• Investing in yourself through coaches, conferences, and professional development creates a long-term competitive advantage because the ideas, systems, and connections gained can be implemented in ways that most other attorneys in your area will never pursue.
   

"You create your own luck. Luck just doesn't happen. You will not get lucky no matter what type of business, including being an attorney sitting at your desk, 24/7, hoping the phone rings." —  Jerold Rothkoff
 

Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.
 

Ready to go from good to GOAT in your legal marketing game? Don’t miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org/
 

Thank you to our Sponsor!

Legalverse Media: https://legalversemedia.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 References: 

Eat That Frog by Brian Tracy: https://www.amazon.com/Eat-That-Frog-Great-Procrastinating/dp/162656941X
 

About Jerold Rothkoff: Jerold E. Rothkoff is the founder and managing attorney of the Rothkoff Law Group, a Philadelphia-area elder care law firm, where he dedicates his practice to serving clients in the areas of elder law, life care planning, asset protection, veterans’ benefits, estate planning, and long-term care advocacy.

Jerry Rothkoff is an outspoken advocate for the rights of the elderly and disabled. He writes for and gives presentations regularly to attorneys and other professionals about elder law. Jerry has received numerous awards both locally and nationally for advocating for seniors, including the Alzheimer’s Association Kaleidoscope Award for philanthropic excellence and community service, the Mae Krier Award from the Twilight Wish Foundation as Senior Advocate of the Year, and the Artz Philadelphia Community Catalyst Award.
 

Connect with Jerold Rothkoff:  

Website: https://rothkofflaw.com/

Email: [email protected]

LinkedIn: https://www.linkedin.com/in/jerry-rothkoff-9a19b921/ & https://www.linkedin.com/company/rothkofflawgroup/

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 Chris Ducker discuss:

• The role of coaching and masterminds in personal and professional growth
• The importance of niching down in business and branding
• Balancing lifestyle design with entrepreneurship and long-term success
• Learning from mistakes and validating ideas before scaling

Key Takeaways:

• Niching down to serve a very specific audience allows you to attract ideal clients while repelling the wrong ones, making growth easier and more sustainable.
• Accountability in mastermind groups is critical because peers will hold you to your commitments and prevent you from operating in isolation.
• Building a life-first business means setting boundaries, like working only Monday to Thursday and pre-scheduling family time before business commitments.
• One of the biggest entrepreneurial mistakes is failing to validate an idea; rushing into a business without testing the model can waste significant money and months of effort.

"Burnout isn’t a badge of honor, it’s a warning sign that you’ve been doing what you’ve been doing wrong, and maybe for too long as well." —  Chris Ducker

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!

Legalverse Media: https://legalversemedia.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 Chris Ducker: Chris Ducker is a serial entrepreneur, keynote speaker, and bestselling author of Virtual Freedom and Rise of the Youpreneur. As the founder of three multi–seven–figure businesses over the course of his 20-year entrepreneurial career, he has helped thousands of entrepreneurs build personal brand businesses that stand the test of time. His work has been featured in major media outlets, including Forbes, Entrepreneur, and INC.

Known for his straight-talking style and British humor, Chris is passionate about helping leaders avoid burnout while building careers they love.

Connect with Chris Ducker:  

Website: https://chrisducker.com/

Book: The Long-Haul Leader: https://longhaulleader.com/

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

Instagram: https://www.instagram.com/chrisducker/

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 Joanne Black discuss:

• The challenges and misconceptions around asking for referrals
• How language and specificity shape successful client introductions
• The role of accountability, systems, and consistency in business development
• Building stronger client relationships through follow-up, gratitude, and personal touches

Key Takeaways:

• Asking vague questions like “if you know anybody” rarely works, because clients don’t know where to start, so the key is to guide them back to the original problem you solved for them, and then ask who else they know facing a similar situation.
• A referral isn’t just a name tossed over email—it works best when the referrer is given the right language, context, and a short, business-focused reason for the introduction so that the new contact immediately understands the value of meeting with you.
• When a referred contact goes silent or “ghosts,” the most effective strategy is to circle back to the person who made the introduction, ask for clarity, and if necessary, use a polite but direct subject line like “referrals on hold?” to spark closure or next steps.
• Referrals are sustained not just by doing great work but also by building ongoing trust and goodwill through systems of accountability, consistent follow-up, and thoughtful personal touches like handwritten thank-you notes that make clients eager to refer again.

"Asking for help is the strongest thing you can do." —  Joanne Black
 

Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.

Ready to go from good to GOAT in your legal marketing game? Don’t miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org/
 

Thank you to our Sponsor!

Legalverse Media: https://legalversemedia.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 References: 

Atomic Habits by James Clear: https://www.amazon.com/Atomic-Habits-Proven-Build-Break/dp/0735211299

About Joanne Black: Joanne Black is America's leading authority on referral selling. (She's not bragging—her publisher gave her that moniker, and she's taking it.) Some of Joanne’s views are contrarian and, in the established school of traditional business, considered heretical thinking. But for Joanne Black and her clients, the only smart approach to client acquisition is referral selling.

“Your clients can be your biggest competitive advantage,” she says. “They will be thrilled to refer you. Having your clients advocate for you is your strongest form of client acquisition and retention.”

She works with sales leaders and their teams to drive revenue with referrals. In particular, she works with attorneys who want and need to grow their practice, but don't want to sell.
 

Connect with Joanne Black:  

Website: https://www.nomorecoldcalling.com/

Email: [email protected]

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

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 separates lawyers who struggle from those who thrive? In this special Part 2 of Be That Lawyer Live, you’ll discover how our guests integrate authenticity, focus, and thought leadership into their daily practice to create long-term growth. You’ll hear how staying true to yourself, choosing opportunities wisely, and turning passions into professional strengths can open unexpected doors. This is not about chasing quick wins—it’s about building a practice that’s sustainable, rewarding, and deeply connected. Lean in, because what you’ll hear today will challenge how you see your career and your future.
 

In this episode, Steve, Tina, John, and Leslee discuss:

• The importance of authenticity in building and sustaining client relationships
• Balancing personal life, career demands, and business development commitments
• Creative strategies for leveraging events, panels, and thought leadership
• Maintaining consistency and momentum in rainmaking efforts over the long term

Key Takeaways:

• Sharing authentic parts of who you are—whether it’s your passions, personal stories, or even hobbies—creates deeper connections with clients and colleagues, making business development feel more natural and sustainable.
• Learning to say “no” to opportunities that don’t align with your goals or values is just as critical as saying “yes,” because it protects your time, energy, and ability to excel in the areas that truly matter.
• Positioning yourself as a thought leader through speaking on panels, moderating events, and writing articles not only demonstrates expertise but also consistently attracts the right kind of clients and referrals.
• Long-term success in rainmaking comes from treating business development as an ongoing habit integrated into daily life, rather than a separate task, so it becomes part of who you are and how you work.

"Bottom line, listen. You have to listen to what people are saying… because that is how you end up developing an authentic relationship." —  Tina Martini
 

"You can’t underestimate the trust factor here, the likability factor here, the authenticity factor here… when somebody trusts you and believes in you to such a degree that you can handle their legal matters all under one roof." —  John Sciaccotta

"If someone invites you to an event, go… if someone wants you there, be there… and then for me, the biggest thing… is just constant giving. And I’m really, I’m not even like, this is authentically me… always thinking about how to help someone else. " —  Leslee Cohen
 

Check out my new show, Be That Lawyer Coaches Corner, launching August 25, and get the strategies I use with my clients to win more business and love your career again.
 

Ready to go from good to GOAT in your legal marketing game? Don’t miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org/
 

Thank you to our Sponsor!

Legalverse Media: https://legalversemedia.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 our Guests:

Tina Martini is a partner at McDermott Will and Schulte, specializing in intellectual property. [LinkedIn | Website]

John Sciaccotta is a partner/lawyer at Aronberg Goldgehn, a business litigator, and past president of the Chicago Bar Association [LinkedIn] | Website].

Leslee Cohen is the managing partner at AllRise Legal, working with startups from seed to exit [LinkedIn | Website].

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 if your legal career could shift from unpredictable to unstoppable simply by changing your approach to relationships and opportunity? In this special Part 1 of Be That Lawyer Live, you’ll hear how our guests weave business development seamlessly into their daily lives, turning everyday interactions into potential gold mines. You’ll discover how being intentional, showing up in the right rooms, and giving more than you take can open doors you never saw coming. 

This conversation isn’t about quick hacks—it’s about building a sustainable, thriving practice while staying authentic to who you are. Stay tuned, because what you’ll hear today could completely transform the way you think about your career.

In this episode, Steve, Tina, John, and Leslee discuss:

• The mindset required for consistent and effective business development
• Time management and prioritization strategies for building a book of business
• Networking and relationship-building approaches, both in-person and online
• Leveraging unique strategies, associations, and presentations to generate opportunities

Key Takeaways:

• Integrating business development into daily routines—such as keeping a recurring BD calendar reminder—ensures consistent action and prevents missed opportunities.
• Targeting groups, associations, or events where competitors are absent can create unique opportunities for both direct work and valuable referrals.
• Building a referral-rich network through bar associations, community boards, and alumni groups can yield substantial long-term results.
• Creating and offering a targeted, educational presentation to relevant audiences can consistently produce new clients.

"Seeing the opportunity even when it looks when it doesn't necessarily look like opportunity is what's so important here." —  Tina Martini

"If you don't make the time to build your own book a business, you are always going to be beholden to someone else." —  John Sciaccotta

"Anyone is a potential client, and that just has to always be in your mindset." —  Leslee Cohen
 

Check out my new show, Be That Lawyer Coaches Corner, launching August 25, and get the strategies I use with my clients to win more business and love your career again.
 

Ready to go from good to GOAT in your legal marketing game? Don’t miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org/
 

Thank you to our Sponsor!

Legalverse Media: https://legalversemedia.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 our Guests:

Tina Martini is a partner at McDermott Will and Schulte, specializing in intellectual property. [LinkedIn | Website].

John Sciaccotta is a partner/lawyer at Aronberg Goldgehn, a business litigator, and past president of the Chicago Bar Association [LinkedIn] | Website].

Leslee Cohen is the managing partner at AllRise Legal, working with startups from seed to exit [LinkedIn | Website].
 

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 Jordan Whelan discuss:

• The evolving landscape of legal marketing and SEO strategies
• Identifying and targeting the right audience through buyer personas
• Leveraging video, local SEO, and low-cost marketing tactics for visibility
• The role of mindset, metaphysics, and visualization in business growth

Key Takeaways:

• A law firm’s website must be technically optimized and emotionally resonant, clearly communicating its unique value proposition to convert visitors.
• Targeted marketing—such as divorce ads placed during peak conflict hours on female-dominated radio stations—can dramatically improve campaign effectiveness.
• Inexpensive tactics like geo-targeted short videos, active engagement on platforms like Quora and Reddit, and cross-platform posting tools can generate steady traffic.
• Building SEO authority, particularly in local search, creates long-term assets that not only drive business now but also increase the firm’s valuation for future sale.

"If you see yourself as someone who’s struggling, you’ll see that reflected to you in the outside world constantly." —  Jordan Whelan
 

Check out my new show, Be That Lawyer Coaches Corner, launching August 25, and get the strategies I use with my clients to win more business and love your career again.

Ready to go from good to GOAT in your legal marketing game? Don’t miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org/
 

Thank you to our Sponsor!

Legalverse Media: https://legalversemedia.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 Jordan Whelan: Jordan Whelan is the founder of Grey Smoke Media. With a background as a TV and radio producer and a publicist, he has managed over $3 billion in class action claims communications. He spent a decade mastering media buying (managing over $50 million in spend) and digital marketing, achieving the proverbial 10,000 hours of practice.

Under his leadership, Grey Smoke Media helped Diamond and Diamond Lawyers grow from a small practice to Canada’s top injury and real estate law firm. Before rebranding Grey Smoke Media as a legal marketing agency, Whelan worked with publicly traded pharmaceutical companies, the Pan Am Games, Brookfield Asset Management, Intact Financial Corporation, and crypto powerhouses such as Coinsquare.

Whelan’s insights have appeared in over 100 international outlets, including The New York Post and Forbes. In his personal time, he is an accomplished singer-songwriter with over 3 million streams on Spotify.

Uniquely, Whelan provides metaphysics-based business coaching that blends mindset mastery, wealth expansion, and energetic alignment to help his clients unlock their highest potential.
 

Connect with Jordan Whelan:  

Website: http://www.greysmokemedia.com/

Instagram: https://www.instagram.com/jordanjpower/

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 Viktoria Altman discuss:

• Risk and mindset in legal marketing
• How to evaluate and choose marketing vendors
• Niche focus and ideal client definition as a growth strategy
• The emerging impact of AI on search, ads, and brand identity

Key Takeaways:

• Lawyers should stop chasing random acts of marketing and instead copy proven tactics used by competitors who serve the same client profile and budget. 
• Vet agencies should ask to speak with their clients in the same practice area and budget bracket and avoid unrealistically low-priced proposals. 
• Concentrate marketing spend on one prioritized niche or ideal client profile first, then expand once that channel is sustainably profitable. 
• AI-driven search will increasingly assemble a practitioner’s brand from published content and reviews, shifting the long game toward owned content (transcripts, guest posts, reviews) and away from manipulable paid placements.

"If you are doing anything on social media, it has to come from your heart." —  Viktoria Altman
 

Unlock the secrets of rainmaking success—join Steve Fretzin and four powerhouse legal experts for Be That Lawyer LIVE on August 27; reserve your spot now at fretzin.com/events.
 

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!

Legalverse Media: https://legalversemedia.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 Viktoria Altman: Viktoria Altman is the founder and CEO of BSPE Legal Marketing, a digital agency dedicated to helping attorneys boost visibility in both AI-driven and traditional search results. Beyond her role as a business leader, Viktoria is also the voice behind the Law Firm Accelerator Podcast and a sought-after keynote speaker, specializing in topics at the intersection of artificial intelligence and digital marketing.

At BSPE Legal Marketing, the mission is clear: to generate qualified, conversion-ready leads that connect lawyers directly with their ideal clientele.

As an experienced public speaker, Viktoria has presented at prestigious venues such as the New York City Bar Association, served as a guest lecturer at Arizona State University and National University’s JFK School of Law, and shared her insights on search engine optimization at the SEO Mastery Summit in Saigon.

Drawing from her practical experience as an entrepreneur, Viktoria has honed a proven system to enhance websites, fine-tune AI-based strategies, and support small law firms in staying competitive. Her overarching goal is to empower attorneys to grow thriving, future-ready practices while maintaining the personal well-being and balance they deserve.
 

Connect with Viktoria Altman:  

Website: https://bsplegalmarketing.com

Email: [email protected]

Show: Law Firm Accelerator: https://podcasts.apple.com/us/podcast/law-firm-accelerator/id1760159502

LinkedIn: https://www.linkedin.com/in/viktoria-altman/

Facebook: https://www.facebook.com/viktoria.tralala

Instagram: https://www.instagram.com/traveltipster/
 

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 Matt Dixon discuss:

• Client relationship dynamics in professional services
• Shifts in legal business development and rainmaking strategies
• The role of value creation in winning and retaining clients
• Evolving mindsets and habits of successful professionals

Key Takeaways:

• Top rainmakers (“activators”) don’t wait for paid work to provide value — they proactively deliver business, trust, and personal value before being hired.
• Client loyalty is rapidly eroding; only about 50% of clients today automatically return to incumbent providers, compared to over 75% five years ago.
• The most predictive variable of long-term client loyalty is whether clients think of you even when not actively engaged — a sign of strong personal value.
• Lawyers should send LinkedIn invites to all prospects and recent contacts to trigger platform algorithms that surface client activity for timely, value-added outreach.
   

"The best partners lead to their capabilities, not with their capabilities." —  Matt Dixon
 

Unlock the secrets of rainmaking success—join Steve Fretzin and four powerhouse legal experts for Be That Lawyer LIVE on August 27; reserve your spot now at fretzin.com/events.
 

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!

Legalverse Media: https://legalversemedia.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 References: 

Atomic Habits by James Clear: https://www.amazon.com/Atomic-Habits-Proven-Build-Break/dp/0735211299

The Power of Habit by Charles Duhigg: https://www.amazon.com/Power-Habit-What-Life-Business/dp/081298160X

What Today's Rainmakers Do Differently (published in Harvard Business Review): https://hbr.org/2023/11/what-todays-rainmakers-do-differently
 

About Matt Dixon: Matt Dixon is a Founding Partner of DCM Insights—a boutique consulting and training firm that uses research-backed methods to help organizations better attract, retain, and grow their client relationships. A noted business researcher and writer, Matt is a sought-after advisor to leadership teams around the world.

He is best known as the co-author of several of the most important business books of the past twenty years, including The Challenger Sale, which has sold more than a million copies worldwide and was a #1 Amazon and Wall Street Journal bestseller, and his other notable books include The JOLT Effect, The Challenger Customer and The Effortless Experience. His latest book, The Activator Advantage: What Today’s Rainmakers Do Differently, was released by Harvard Business Review Press in May of this year.

In addition to his books, Matt is a frequent contributor to Harvard Business Review on topics ranging from business development effectiveness to client experience. He holds a Ph.D. from the University of Pittsburgh and currently resides in the Washington, DC area with his family.
 

Connect with Matt Dixon:  

Website: https://www.dcminsights.com/

Book: The Activator Advantage: https://www.amazon.com/Activator-Advantage-Todays-Rainmakers-Differently/dp/B0D8V4SFGP

Other books: https://www.amazon.com/stores/author/B0058M2ORW

LinkedIn: https://www.linkedin.com/in/matthewxdixon/ & https://www.linkedin.com/company/dcm-insights/

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 Stephen Seckler discuss:

• How lawyers can better align their personalities with business development
• Navigating career transitions within the legal profession
• How meaningful networking creates long-term career momentum
• Leveraging authenticity and consistency to build a professional brand

Key Takeaways:

• Lawyers who struggle with traditional selling can ease into business development by focusing on small, genuine actions like reconnecting with familiar contacts and writing about subjects they care about.
• Clarifying which types of clients, cases, and activities energize or drain you is an essential first step before deciding where and how to focus your marketing efforts.
• The most productive networking conversations happen when lawyers ask clear, focused questions, such as “What’s a good introduction for you?”—and balance listening with intentional follow-up.
• Professionals can avoid wasting time in aimless meetings by preparing a loose agenda beforehand, staying focused on mutual goals, and knowing what specific outcome they want to achieve by the end of each interaction.
   

"You don't have to have an entrepreneurial mindset to act with entrepreneurial intent." —  Stephen Seckler
 

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About Stephen Seckler: Stephen E. Seckler, Esq., is the President of Seckler Attorney Coaching and an award-winning coach who has spent over 25 years helping lawyers nationwide achieve greater career satisfaction. He works with attorneys at all stages—from those pursuing partnership to others exploring career changes or leadership roles—through programs like The Next Stage. Steve brings deep experience in legal education and recruiting, and he collaborates with both individual lawyers and legal leaders. He hosts the Counsel to Counsel Podcast, contributes to multiple ABA publications, and regularly speaks at bar associations and on legal podcasts. His book Think Like a Lawyer, Act Like an Entrepreneur was published by the ABA in 2025. A member of the Mindfulness in Law Society and ProVisors, Steve has been recognized as a top coach by Massachusetts Lawyers Weekly and enjoys squash, parody, behavioral economics, and singing with a rock choir.

Connect with Stephen Seckler:  

Website: http://www.seckler.com/

Book: Think Like a Lawyer, Act Like an Entrepreneur: https://www.amazon.com/Think-Like-Lawyer-Act-Entrepreneur/dp/1639056025

Show: Counsel to Counsel Podcast: https://podcasts.apple.com/us/podcast/counsel-to-counsel-career-advice-for-lawyers/id1344814079

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

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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