In this episode, Steve Fretzin and Tom Conner discuss:

• Treating note-taking as professional insurance
• Using discomfort to set daily priorities
• Choosing relationships as the foundation of business development
• Letting character determine long-term success

Key Takeaways:

• Relying on memory is a gamble, especially when ideas, tasks, and details arrive constantly. Writing everything down ensures nothing important slips through the cracks. The tool matters less than the habit of capturing thoughts before they disappear.
• Starting with the task you least want to do lowers anxiety for the rest of the day. Avoidance only prolongs stress, whether with paperwork or difficult phone calls. Momentum is built by confronting discomfort early, not managing it away.
• Referrals grow out of trust earned through service, generosity, and long-term presence. Bar involvement and community leadership create credibility that no marketing tactic can replace. Strong reputations are built quietly and often pay dividends years later.
• Integrity functions as a filter for clients, colleagues, and career decisions. Fairness and honesty build trust even with opponents and judges. The same clarity guides how to retire, whom to trust, and how to leave a legacy.

"Your reputation is everything, and it's hard to build, and it's easy to destroy." — Tom Conner

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.

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About Tom Conner: Tom Conner is a fourth-generation Texan and veteran trial lawyer whose life and career span more than four decades of courtroom practice. Raised in a small West Texas farming community, he brought grit and resilience from his early years into a distinguished legal career in Houston, where he handled high-stakes civil and family law cases and earned a reputation for integrity and advocacy. His memoir, From Cotton Fields to Courtrooms, blends personal history with reflections on major trials, life lessons, and the discipline that shaped his path from rural beginnings to respected attorney and storyteller.

Connect with Tom Conner:  

Website: https://tomconnerbooks.com/ , https://www.lawcl.com/lawyers/thomas-r-conner/

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.