Episode Summary:

In this episode, business development expert Steve Fretzin discusses practical strategies for attorneys to master networking and convert relationships into sustainable growth. He explores common networking mistakes, preparation techniques, and the importance of building authentic, long-term connections. Fretzin also shares actionable tips for introverted lawyers and highlights how social media and traditional networking intersect to expand professional influence.

Timestamps & Topics Covered:

00:01:00 – Why networking feels uncomfortable for many lawyers 00:03:00 – Traits of effective networkers 00:05:00 – Social media as a networking tool 00:06:30 – Common networking mistakes 00:10:00 – Preparation strategies for networking events 00:11:30 – Prioritizing connections: the TALENT framework 00:14:00 – Building genuine rapport 00:15:00 – Networking strategies for introverted lawyers 00:18:30 – Mindset shift for networking success

Be That Lawyer: Coach’s Corner with Steve Fretzin is the podcast where top attorneys come to learn how to grow thriving, self-sustaining practices without the burnout, bravado, or BS. Hosted by business development coach Steve Fretzin, each episode delivers practical strategies and mindset shifts to help lawyers build authentic relationships, win business ethically, and take control of their careers.

Episode Summary: In this episode, attorney Steve Fretzin shares insights into how business development coaching can transform a lawyer’s practice. From clarifying business goals to mastering networking and marketing, Fretzin explains why partnering with a skilled coach accelerates results and builds sustainable success. Mandy McCormack, an attorney who has worked with Fretzin, discusses her personal experience and the tangible impact coaching has had on her practice.

Key Takeaways:

• Attorneys often leave law school without guidance on business development, which is crucial for long-term success.
• Partnering with a business development coach helps lawyers focus on practicing law while effectively managing marketing, networking, and client acquisition.
• A successful coaching relationship depends on fit, motivation, and active participation from the attorney.
• Bite-sized, actionable steps allow attorneys to implement strategies without feeling overwhelmed.
• Leveraging existing client relationships and referral networks can maximize business growth without “cold outreach.”
• Authenticity and sharing personal stories in professional marketing strengthens client relationships and attracts ideal clients.
• One-on-one coaching provides customized guidance, ensuring strategies align with the attorney’s personality, practice area, and business goals.

Episode Highlights / Timestamps:

00:00 – 05:00: Introduction to business development coaching and how Steve Fretzin began working with Mandy McCormack. 05:00 – 10:00: Key factors for selecting clients and ensuring a productive coach-player relationship. 10:00 – 15:00: Using authentic storytelling and LinkedIn to build client trust and attract ideal clients. 15:00 – 20:00: Why Fretzin works with individual lawyers rather than law firms, focusing on motivated and committed attorneys. 20:00 – 22:30: Overview of Fretzin’s coaching program, including training, one-on-one coaching, and long-term support.

About Steve Fretzin: Steve Fretzin is an attorney and business development coach who specializes in helping lawyers build thriving practices. With a focus on practical strategies, coaching, and long-term skill development, Fretzin partners with attorneys to maximize their business potential while maintaining authenticity and professional integrity.

About Mandy McCormack: Mandy McCormack is an attorney who successfully launched her practice with the guidance of Steve Fretzin. She shares her experience with implementing coaching strategies, including networking, client engagement, and personal branding, which have contributed to her practice’s growth and sustainability.

Resources & Links:

• Learn more about coaching opportunities: bethatlawyer.com
• Connect with Steve Fretzin on LinkedIn for insights on legal business development

Episode Summary: In this powerful episode of Be That Lawyer, Coach’s Corner, business development coach and five-time author Steve Fretzin unpacks one of the biggest mindset traps for attorneys: selling. Steve introduces his concept of “sales-free selling,” a consultative approach that helps lawyers guide conversations without pressure, pitching, or bravado. He explains why traditional sales methods fail, how lawyers can qualify clients more effectively, and why building real relationships leads to stronger, more sustainable practices. Attorneys will walk away with actionable strategies to grow their business while staying authentic and ethical.

00:01 – Show introduction and welcome 01:10 – Why the word “sales” makes lawyers uncomfortable 04:05 – Traditional sales versus sales-free selling 07:40 – How buyers control the process in traditional sales 10:15 – Why lawyers must focus on fit instead of pitching 13:25 – The dangers of giving free consulting in early conversations 16:40 – Steps of sales-free selling and why process matters 20:05 – Handling objections without being pushy 24:30 – Qualifying clients: need, commitment, decision-maker, and budget 29:10 – Why “no” is better than “maybe” in client development 32:15 – How lawyers can stop chasing and start controlling business conversations 35:20 – Building authentic relationships without pitching 38:00 – Key takeaways and closing thoughts

Be That Lawyer, Coach’s Corner with Steve Fretzin is the podcast where top attorneys come to learn how to grow thriving, self-sustaining practices without the burnout, bravado, or BS. Hosted by business development coach Steve Fretzin, each episode delivers practical strategies and mindset shifts to help lawyers build authentic relationships, win business ethically, and take control of their careers.