In this episode, Steve Fretzin and Jim Ries discuss:

• Why business development is a critical yet often overlooked skill for lawyers
• The role of networking in long-term professional success
• How adopting a giver’s mentality leads to stronger professional relationships
• Best practices and common mistakes in networking and relationship-building

Key Takeaways:

• Taking a few minutes to research a common connection before meetings and using the "FORD Method" (Family, Occupation, Recreation, Dreams) leads to more engaging and productive networking conversations.
• Effective networking is about quality over quantity, so instead of collecting business cards, aim for three meaningful conversations that lead to valuable follow-ups.
• Trust is built through consistent action, so always follow through on promises like introductions or shared resources to strengthen credibility and relationships.
• Business development requires patience and persistence, as long-term success comes from continuously nurturing relationships and staying top-of-mind for future opportunities.

"The phrase I like to use is not "give to get"—that sounds like expecting something in return. The phrase I use is "give to give"—give because you want to… because it feels good… and just keep giving. That’s when people know you, like you, and trust you." —  Jim Ries
 

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 Go-Giver by Bob Burg and John David Mann: https://www.amazon.com/Go-Giver-Expanded-Little-Powerful-Business/dp/1591848288

The Little Red Book of Selling by Jeffrey Gitomer: https://www.amazon.com/Little-Red-Book-Selling-Principles/dp/1885167601

The Sales Bible by Jeffrey Gitomer: https://www.amazon.com/Sales-Bible-Ultimate-Resource-Jeffrey/dp/B00DEK8F8M

About Jim Ries: Jim Ries, Director of Business Development at Offit Kurman, connects business owners with the right attorneys across 30+ practice areas. Known as the "Legal BD Guy," he ensures clients aren’t underserved, overcharged, or ignored. As a trusted legal concierge, he helps business owners frustrated with their current representation. A passionate networker, Jim loves one-on-one Zoom meetings to build connections and provide legal solutions.

Connect with Jim Ries: 

Website: http://www.offitkurman.com/

Email: [email protected]

Phone: 410-733-6133

LinkedIn: https://www.linkedin.com/in/jimrieslegalbdguy/ & https://www.linkedin.com/company/offit-kurman/

Facebook: https://www.facebook.com/jim.ries

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.