In this episode, Steve Fretzin and Liz Wendling discuss:

• Removing your blinders to move forward in business.
• The biggest mistakes lawyers make in growing their firm.
• Making a difference in the first 30 seconds of an intake call.
• The process to make the client confident and comfortable in you.

Key Takeaways:

• When you do everything well in a conversation, the close will happen naturally (but, yes, you may still have to ask for it).
• There is always selling involved. If you are in business, you need to sell to stay in business.
• Gather information and make the conversation about the prospective client and less about you and your firm.
• You have to set up the close from the beginning. You can’t expect to hit a perfect hole if you don’t set the tee up correctly at the start.

"If you sound like everyone else, then they make a decision based on the lowest retainer. Differentiation begins in the first few moments of consultation by skipping the superficial crap that people still use. There is a better way and it starts with ‘before we get started.’" —  Liz Wendling

Connect with Liz Wendling:  

Website: https://www.therainmakingcoach.com/

Books: https://www.therainmakingcoach.com/lizs-book/

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

Twitter: https://twitter.com/lizwendling4

Facebook: https://www.facebook.com/insightbusinessconsultants

Find out more about Liz’s Secret Shopper Offer: https://www.therainmakingcoach.com/law-firm-secret-shopping/

Thank you to our Sponsors!

LegalEase Marketing: https://legaleasemarketing.com/

Moneypenny: https://www.moneypenny.com/us/

Practice Panther: https://www.practicepanther.com/

Connect with Steve Fretzin:

LinkedIn: Steve Fretzin

Twitter: @stevefretzin

Facebook: Fretzin, Inc.

Website: Fretzin.com

Email: [email protected]

Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!

YouTube: Steve Fretzin

Call Steve directly at 847-602-6911

Show notes by Podcastologist Chelsea Taylor-Sturkie

Audio production by Turnkey Podcast Productions.  You're the expert. Your podcast will prove it.