You can be exceptional at what you do, the best lawyer, mediator, consultant, or coach in the room, but if people don’t know who you are or how you can help, building a thriving practice becomes an uphill climb.

In fact, if you’ve ever left a conference, networking event, or even a series of great meetings thinking, “That was really valuable… so why aren’t any leads coming from it?” then you’ve already felt the gap we’re going to talk about in this episode.

With the help of guest Steve Fretzin, we’re exploring the difference between simply meeting people and actually building a meaningful book of business, or put another way, how to grow your practice without feeling like you’re selling.

Steve is a nationally recognized business development coach, author of five books on legal marketing and rainmaking, and host of the podcasts Be That Lawyer and Future Rainmakers. He works with professionals across the country to help them grow their practices in a way that feels both effective and authentic.

In this conversation, we’ll talk about how to become what Steve calls “that lawyer,” or in our world, that professional, the one people remember, trust, and want to work with.

What You’ll Learn:

Business development is not selling. It’s relationship building, and when you approach it that way, everything changes.
Meeting people is not the same as building business. Without follow-up, adding value, and deepening relationships, it’s easy to become what Steve calls a “professional meeter.”
Activity without strategy does not create results. You need a system you can follow, track, and improve over time.
Consistency is what separates successful professionals from everyone else. Not intensity or short bursts of effort, but showing up week after week in a meaningful way.

Get the FREE Resource:

The Professional "Meeter" to Rainmaker Reset Kit: a companion resource to this episode designed to help you move from just meeting people to actually building a book of business building on the insights shared by Steve Fretzin in this episode. Get the Resource here.

Guest

Driven, focused, and committed to helping attorneys realize their full potential, Steve Fretzin is an internationally recognized coach, skills trainer, and roundtable facilitator for lawyers who want to build meaningful books of business and take control of their careers. He has authored five books on legal marketing and business development and hosts two highly rated podcasts, BE THAT LAWYER and Future Rainmakers. Steve also writes a monthly column for Above the Law, and his podcasts are regularly featured on the Above the Law and Attorney at Work websites.

Find out more about Steve’s new Be That Lawyer Community.

Website: bethatlawyer.com
Linkedin: https://www.linkedin.com/in/stevefretzin/
Facebook: https://web.facebook.com/fretzinsteve
Instagram: https://www.instagram.com/fretzinsteve/

Meet Our Creator and Host: Susan Guthrie

Susan E. Guthrie is one of the most respected voices in mediation and conflict resolution today. A nationally recognized family law attorney and mediator for 35 years, she is now a top professional coach and consultant helping dispute resolution and legal professionals build thriving, modern practices.

Susan recently appeared on The Oprah Podcast, expanding her reach to an even broader audience and highlighting her role as a trusted expert in divorce, communication, and modern conflict resolution. She is also the creator and host of The Divorce & Beyond Podcast, ranked in the top 1% worldwide, with millions of listeners and a global following.

As Immediate Past Chair of the American Bar Association Section of Dispute Resolution, Susan continues to shape the future of the profession while training and mentoring practitioners around the world.

Connect with Susan E. Guthrie

Website: https://susaneguthrie.com
Books: https://susaneguthrie.com/susans-books
LinkedIn: www.linkedin.com/in/susaneguthrie
Instagram: @susaneguthrie and @practiceplaybookpodcast