In this episode, Steve Fretzin and Greg Eisenberg discuss: How law firm business models are quickly shifting due to tech and market forces Why branding and visibility are critical for firms of any size Ways small and solo firms can compete with major legal players How legal entrepreneurship is evolving through collaboration Key Takeaways: Small law firms can remain competitive by joining collectives that centralize branding, marketing, and operational tools while allowing them to retain full ownership of their businesses. Repeating a strong personal brand message through short-form video content across the right platforms helps attorneys become top-of-mind in their niche. The most effective business development strategy combines strong referral networks and relationship-building with a smart digital advertising approach. Law firms must stop treating marketing as a standalone fix and instead adopt a unified strategy that integrates operations, technology, finance, and client experience for long-term success. "They say they don't teach business in law school. I went to business school. They don't teach business in business school—it didn't make a huge difference. There's just some stuff they can't prepare you for." — Greg Eisenberg Got a challenge growing your law practice? Email me at steve@fretzin.com 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/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ Episode References: The GaryVee Audio Experience: https://podcasts.apple.com/us/podcast/the-garyvee-audio-experience/id928159684 About Greg Eisenberg: Gregory Eisenberg won the award for “Worst (or Best) Doppelgangers” thanks to his resemblance to Beaker, Shaggy, and Screech. A failed comedian and worse political candidate, he found his calling helping law firms grow. With 10+ years in marketing, he’s worked with brands like Cinnabon, Carvel, and major universities. After starting LegalEase Marketing, he realized firms needed more than leads—they needed infrastructure. That led to Ready Firms, built to help small firms scale and stay competitive. Connect with Greg Eisenberg: Website: https://readyfirms.com/ Email: greg@readyfirms.com LinkedIn: https://www.linkedin.com/in/gregoryseisenberg/ & https://www.linkedin.com/company/readyfirms/ Facebook: https://www.facebook.com/readyfirms Instagram: https://www.instagram.com/readyfirms Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com 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.

In this episode, Steve Fretzin and Lindsey Busfield discuss: The nuances and strategic use of SEO for law firm marketing The importance of selective client intake for long-term success Evaluating the effectiveness of social media versus SEO in legal marketing Utilizing modern website tools and AI-driven bots for better client engagement Key Takeaways: SEO can be a game-changer, but only for firms in the right geographic and competitive conditions—others should consider niche targeting or different marketing strategies entirely. Social media rarely drives real case volume for law firms, unless it's used with intention, high-quality content, and deep community alignment. Choosing the right clients is just as important as hiring the right team, because poor client fit leads to burnout, financial issues, and strained relationships. Website platforms should match your marketing goals, with WordPress offering the best SEO flexibility, while simpler tools like Squarespace are fine for credibility-focused sites. "I have never talked to a lawyer who has said, 'Yes, I am getting half of my caseload through social media because it's so great.' That being said, social media can be really helpful as part of a grassroots campaign." — Lindsey Busfield Got a challenge growing your law practice? Email me at steve@fretzin.com 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/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ Episode References: Intaker: https://intaker.com/ LinkedIn Tutorial for Business Development: https://www.youtube.com/watch?v=0EWfLRtUL0g About Lindsey Busfield: Lindsey Busfield is a leading legal marketing expert and recognized industry disruptor, featured in publications like Benzinga, USA Today, and Attorney at Law Magazine. As Vice President and partner at Optimize My Firm, she has helped dozens of law firms boost revenue through strategic SEO and content marketing. Connect with Lindsey Busfield: Website: http://www.optimizemyfirm.com/ Show: Personal Injury Marketing Minute: https://podcasts.apple.com/au/podcast/personal-injury-marketing-minute/id1536073987 LinkedIn: https://www.linkedin.com/in/lindsey-busfield/ & https://www.linkedin.com/company/optimizemyfirm Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com 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.

In this episode, Steve Fretzin and Jody Glidden discuss: The evolution and growing impact of AI in professional services Challenges lawyers face in client relationship management The limitations and future of traditional CRMs Strategies for maintaining and expanding client relationships Key Takeaways: 43% of clients leave law firms not because of service quality but due to poor communication and lack of follow-up. AI-powered tools like Postilize can monitor relationship gaps and generate personalized outreach suggestions for lawyers to approve and send. Keeping in touch with clients through relevant life or business events — like promotions, layoffs, or funding rounds — can significantly boost retention and trust. Many lawyers miss business opportunities by failing to engage multiple contacts ("multi-threading") within a client’s organization, risking total loss when one contact departs. "If you can ever move [a relationship] to personal, I think then you’ve probably got them for life." — Jody Glidden Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ Thank you to our Sponsor! Rankings.io: https://rankings.io/ Episode References: Atomic Habits by James Clear: https://www.amazon.com/Atomic-Habits-Proven-Build-Break/dp/0735211299 About Jody Glidden: Jody Glidden is a seasoned entrepreneur, AI innovator, and the driving force behind Postilize, an AI-powered business development platform for professional services firms. With over two decades in tech, he's best known as the founder of Introhive, which he scaled to a $500 million valuation, delivering 40x returns for early investors. Under his leadership, Introhive grew to over 250,000 users at firms like PwC, Deloitte, DLA Piper, and Baker McKenzie. At Postilize, Jody applies his expertise in CRM, ERM, and AI automation to tackle challenges like missing relationship data, manual processes, and inconsistent client engagement. He integrates Generative AI and real-time event detection to craft personalized outreach and drive scalable relationship management, retention, and client acquisition. Connect with Jody Glidden: Website: https://www.postilize.com Email: jody.glidden@postilize.com LinkedIn: https://www.linkedin.com/in/jodyglidden/ & https://www.linkedin.com/company/postilize/ Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com 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.

In this episode, Steve Fretzin and Kyle Hebenstreit discuss: The evolving legal industry landscape due to institutional capital and Big Four involvement Rising competition and channel fragmentation in legal marketing Strategic marketing approaches tailored to client personas and firm types Operational and budgetary decisions that influence long-term law firm growth Key Takeaways: Private equity and institutional capital are transforming the legal industry, creating new acquisition and exit opportunities for small, consumer-facing law firms. Social media platforms like LinkedIn and Meta hold high potential for law firms, yet are underutilized, especially with organic content for referrals and paid campaigns for brand awareness. Law firms should begin their marketing strategy by analyzing successful recent clients and understanding how they found them before setting a marketing budget. When choosing a marketing partner, inquire about client-to-manager ratios, review actual KPIs, and check references, much like when hiring a full-time employee. "If you're staying top of mind for your professional network... you can help augment referral traffic that way." — Kyle Hebenstreit Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsor! Rankings.io: https://rankings.io/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ Episode References: The Hard Thing About Hard Things by Ben Horowitz: https://www.amazon.com/Hard-Thing-About-Things-Building/dp/0062273205 About Kyle Hebenstreit: Kyle Hebenstreit is the Chief Executive Officer of PracticeMadePerfect (PMP), where he leads a team dedicated to helping law firms grow through tailored, data-driven marketing solutions. With nearly 20 years of experience across consulting, media, and entrepreneurship, Kyle brings a strategic mindset and a passion for client success. Before joining PMP, he held leadership roles at Deloitte Consulting, Skydance Productions, and served as an Entrepreneur in Residence at NextGen Growth Partners. Connect with Kyle Hebenstreit: Website: http://www.pmpmg.com/ Email: khebenstreit@pmpmg.com Phone: 3174109640 LinkedIn: https://www.linkedin.com/in/hhebenstreit/ & https://www.linkedin.com/company/pmpmg Facebook: https://www.facebook.com/pmpmg Instagram: https://www.instagram.com/pmpmarketinggroup/ Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com 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.

In this episode, Steve Fretzin and Ed Levy discuss: Building and nurturing authentic client relationships in professional services Increasing referrals through trust and engagement The psychological value of personalized client appreciation The role of networking and peer communities in growing a legal practice Key Takeaways: Small, personal gestures—like handwritten notes or thoughtful gifts—can leave a lasting emotional impact and increase client loyalty. Lawyers who genuinely engage with clients beyond transactions are more likely to receive organic referrals. Membership in curated networking groups like Provisors can create structured opportunities to both give and receive high-value referrals. Understanding what truly matters to a client—personally and professionally—helps legal professionals build trust and long-term partnerships. "The most important thing, even with no budget at all, is to separate the business from the appreciation and the emotional connections that you're trying to build." — Ed Levy Got a challenge growing your law practice? Email me at steve@fretzin.com 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/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ Episode References: Got Your Attention? by Sam Horn: https://www.amazon.com/Got-Your-Attention-Intrigue-Connect/dp/1626562504 About Ed Levy: Ed Levy is the owner and president of Edventure Promotions, a company built on two core principles: spend clients’ money as if it were our own and exhaust all possibilities to deliver exceptional results. With over 20 years of experience, Ed has led the company to become a trusted partner to globally recognized brands and organizations of all sizes. He created I Love My PI Lawyer—a groundbreaking program that uses curated gifting experiences to help personal injury lawyers deepen client relationships, increase referrals, and stand out in a competitive market. Ed’s approach emphasizes promotional products as strategic communication tools that drive measurable engagement and campaign success. He remains passionate about helping PI lawyers and professionals elevate their marketing strategies through innovative, results-driven solutions. Connect with Ed Levy: Website: https://www.edventurepromotions.com/ilovemypilawyer LinkedIn: https://www.linkedin.com/in/edlevy/ & https://www.linkedin.com/company/edventure-promotions/ Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com 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.

In this episode, Steve Fretzin and Alex Geisler discuss: Building long-term client loyalty in legal practice Structuring legal work around client expectations and needs Improving legal service delivery through lean process thinking Developing deeper relationships through proactive, strategic communication Key Takeaways: Long-term client loyalty is built through the TREE approach: Transparency in communication, Reliability in service, Efficiency in delivery, and clear Expectations that align with the client's goals. Lawyers can create stronger, “stickier” client relationships by going beyond transactional work and offering value through strategic thinking and curiosity. A structured approach to legal work—planning, executing, reviewing, and improving—can lead to better results, stronger client trust, and greater efficiency. Understanding the client’s definition of success early on, and tailoring the legal approach accordingly, is key to exceeding expectations and retaining business. "There's no substitute for knowing yourself and knowing your purpose. There's no substitute for knowing your client. And just keep checking in on yourself and checking in on your client." —  Alex Geisler Got a challenge growing your law practice? Email me at steve@fretzin.com 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/ Episode References: Tao Te Ching by Lao Tzu: https://terebess.hu/english/tao/mitchell.html About Alex Geisler: Alex's career was spent in three environments: in-house, at Big Law, and with manufacturers. He then harnessed these experiences to create Lean Law, a consultancy devoted to helping lawyers turn new business into repeat business. In addition to personal coaching, his ideas can be accessed through the acclaimed Lean Adviser online curriculum, his Lean Briefing—which receives 40,000 hits each week—and his books and papers. Connect with Alex Geisler:  Website: https://www.leanlaw.co/ LinkedIn: https://www.linkedin.com/in/alex-geisler-05b5761a/ Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com 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.

In this episode, Steve Fretzin and Judy Barton discuss: Cultivating meaningful and lasting business relationships Effective networking techniques for lawyers and financial professionals Establishing credibility and attracting opportunities The importance of integrity in business Key Takeaways: Effective networking is not about collecting contacts but about fostering genuine, mutually beneficial relationships that lead to long-term success. Lawyers and financial professionals should focus on providing value first, rather than immediately seeking business, to build trust and credibility. Personal branding plays a crucial role in professional growth, as a strong and authentic presence can differentiate individuals in competitive industries. Integrity and consistency in business interactions build a solid reputation, making people more likely to refer and work with you over time. "You have to make yourself memorable, but you also have to know why you're different from everybody else and why that person should hire you or engage with you as an attorney." —  Judy Barton Got a challenge growing your law practice? Email me at steve@fretzin.com 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/ About Judy Barton: Judy Barton is a Senior Client Strategist for BNY Mellon Wealth Management. In this role, she works directly with clients to address their investment and wealth management needs. Judy joined the firm in 2014 and has more than 20 years of experience in the financial services industry, as well as being a business owner for 10 years. Her previous corporate experience includes serving in finance at EDS, Nortel, and Sodexho Marriott in Boston, DC, and London. Judy received her Master in Legal Studies from the School of Law at Washington University in St. Louis and a Bachelor of Science in Finance from the University of Oklahoma. Connect with Judy Barton: Website: http://www.bny.com/wealth Email: judy.barton@bny.com LinkedIn: https://www.linkedin.com/in/judy-barton Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com 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.

In this episode, Steve Fretzin and Michael Vater discuss: Growth and networking beyond traditional legal marketing Leveraging legal tech and AI to enhance efficiency Building strategic partnerships for sustainable growth Effectively balancing leadership, operations, and legal work Key Takeaways: Lawyers should build strategic partnerships with realtors, title agents, and medical professionals who connect with potential clients needing legal services instead of relying solely on attorney referrals. Generative AI tools enhance legal research by cross-referencing case law and statutes, helping attorneys find crucial precedents faster and more accurately. Zoom court appearances reduce travel time and create "bonus time" for attorneys to focus on business development and client acquisition. Law firms often let accounts receivable grow unchecked, but strict payment policies like upfront retainers or automated billing prevent financial strain and ensure cash flow. "The world is constantly changing. If you fail to change with it, you will be left behind." — Michael Vater Got a challenge growing your law practice? Email me at steve@fretzin.com 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 7 Habits of Highly Effective People by Stephen Covey: https://www.amazon.com/Habits-Highly-Effective-People-Powerful/dp/0743269519 About Michael Vater: Michael Vater, Esq., Managing Partner of The Ticktin Law Group in South Florida, has successfully litigated complex cases across the U.S. and abroad, including over 20 Florida counties, California, Texas, Pennsylvania, Ohio, South Carolina, and Iceland, where his victory set a European Union precedent on consumer rights in aviation disputes. Since joining the firm in 2010, he has specialized in entertainment, personal injury, and real estate litigation, serving as lead counsel in over 1,600 cases and litigating 100+ Jury and Non-Jury Trials. Recognized by Super Lawyers as a Rising Star, awarded to only 2.5% of Florida lawyers, he has also been featured in Authority Magazine, Lawyers of Distinction, Business Daily Media, and PacerMonitor. Connect with Michael Vater: Website: https://legalbrains.com/ Email: mvater@legalbrains.com LinkedIn: https://www.linkedin.com/company/the-ticktin-law-group-p.a./ Twitter: https://x.com/LegalBrains Facebook: https://www.facebook.com/TheTicktinLawGroup/# Instagram: https://www.instagram.com/legalbrains/# Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com 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.

In this episode, Steve Fretzin and Tom Ciesielka discuss: The role of public relations and reputation management in the legal industry The importance of media visibility and thought leadership for lawyers Balancing legal ethics, confidentiality, and public exposure in marketing The impact of social media on modern public relations strategies Key Takeaways: Media outlets prioritize availability and recognition over legal expertise—being well-known and responsive is often more important than having the best case results. Lawyers should integrate the PESO model (Paid, Earned, Shared, and Owned media) into their marketing strategy to create a balanced and effective public presence. Addressing negative media coverage should be handled with a focus on advocacy, emphasizing key legal issues and potential next steps rather than becoming defensive. Thought leadership and PR require a long-term commitment—lawyers should expect a minimum six-month investment before seeing meaningful results in recognition and business growth. "Your first obligation is to your client, not to publicizing your firm. That’s just the reality of it." — Tom Ciesielka Got a challenge growing your law practice? Email me at steve@fretzin.com 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: LawHer Podcast by Sonya Palmer: https://podcasts.apple.com/us/podcast/lawher/id1599413853 Personal Injury Mastermind Conference (PIMCON), October 5–8, 2025 in Scottsdale, Arizona: https://www.pimcon.org/ The 1-Page Marketing Plan by Allan Dib: https://www.amazon.com/1-Page-Marketing-Plan-Customers-Money/dp/1989025013/ About Tom Ciesielka: Tom Ciesielka, President of TC Public Relations, has over 25 years of experience in public relations, marketing, and business development. He helps clients manage their reputation through crisis communications, thought leadership, and media coverage in outlets like The Wall Street Journal, CNN, NPR, and Fox News. Before founding TC Public Relations, he worked in film sales—representing Paramount, MGM, and New Line Cinema—and as marketing director for the Museum of Broadcast Communications. Originally from Philadelphia, he built his firm in Chicago on integrity, strategy, and innovation. Now in its third decade, TC Public Relations continues to refine media strategies that elevate client visibility. Connect with Tom Ciesielka: Website: https://tcpr.net/ LinkedIn: https://www.linkedin.com/in/thomasciesielka/ Twitter: https://x.com/Tomciesielka Instagram: https://www.instagram.com/tcpublicrelations/ Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com 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.

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 steve@fretzin.com 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: jries@offitkurman.com 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: Steve@Fretzin.com 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.

In this episode, Steve Fretzin and David Ackert discuss: The importance of strategic networking Leveraging existing contacts for business growth The role of influence and prioritization in business development The psychology behind relationship building Key Takeaways: Attendees should prioritize learning about others, finding strategic partners, and providing value instead of aggressively selling, as networking is about relationships, not transactions. Rather than amassing connections, professionals should build a “shortlist” of key clients, dormant contacts, and high-value prospects for deeper, more meaningful engagement. Research shows it takes about 14 interactions from first contact to first contract, so business developers must stay consistent and strategic instead of giving up early. The best strategic partners should be assessed on chemistry (rapport), commerce potential (key contacts), capabilities (competence), and collaboration (willingness to reciprocate). "What we found is that it generally takes our successful users about 14 interactions between first contact and first contract." — David Ackert Got a challenge growing your law practice? Email me at steve@fretzin.com 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: Smart Collaboration by Heidi K. Gardner: https://www.amazon.com/Smart-Collaboration-Professionals-Succeed-Breaking/dp/1633691101 About David Ackert: David is the Co-Founder and CEO of Ackert, Inc. and PipelinePlus and a respected business development thought leader. For over two decades, he has pioneered revenue acceleration programs for professional services firms and founded ventures like Legal Lift, the MLR100, and PipelinePlus. His award-winning programs and software have been featured in NLJ’s Technologies on the Rise. A sought-after speaker, he keynotes partner retreats, industry conferences, and lectures at USC, Carnegie Mellon, and UCLA School of Law. He is also the author of The Short List and a contributor to The Wall Street Journal, Above the Law, and Law.com. Connect with David Ackert: Website: http://www.pipelineplus.com/ Email: david@pipelineplus.com Book: The Short List by David Ackert: https://www.amazon.com/Short-List-Business-Development-Focusing/dp/B0DCQ2Q8MS LinkedIn: https://www.linkedin.com/in/davidackert/ Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com 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.

In this episode, Steve Fretzin and Kyle Harbaugh discuss: Challenges in law firm business operations The importance of business strategy in law firms Hiring and leadership in law firms Leveraging AI and technology for growth Key Takeaways: Many attorneys excel in legal practice but struggle with business management because law school does not prepare them for running a firm, resulting in inefficiencies and unnecessary stress. Most law firms lack a clearly defined and well-communicated vision, leading to misalignment within their teams and making it harder to attract and retain the right talent. Hiring mistakes often stem from relying too much on gut instinct instead of structured assessments and long-term goal alignment, which leads to high turnover and poor culture fit. AI-driven tools can help law firms make smarter business decisions by identifying growth opportunities and ensuring new hires align with the firm’s culture and objectives. "Just because they are very successful in one role, it doesn’t mean they’re going to be successful when you elevate them." —  Kyle Harbaugh Got a challenge growing your law practice? Email me at steve@fretzin.com 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 Game with Alex Hormozi: https://podcasts.apple.com/us/podcast/the-game-with-alex-hormozi/id1254720112 $100M Offers by Alex Hormozi: https://www.amazon.com/100M-Offers-People-Stupid-Saying/dp/1737475731 About Kyle Harbaugh: Kyle Harbaugh is the co-founder of Chief GO Officers, LLC, a business consulting firm specializing in law firm growth, operations, and organizational development. With 14+ years of experience, he focuses on management, business planning, and coaching to help firms scale while improving efficiency and client satisfaction. His approach integrates business intelligence, automation, and AI tools like STEP Ai and Right Hire Ai. Offering group and 1:1 coaching, fractional implementation, and strategic growth systems, Kyle helps law firms optimize profitability, branding, and client acquisition for predictable revenue and leadership excellence. Connect with Kyle Harbaugh:  Website: https://www.chiefgoofficers.com/ Email: KyleH@ChiefGoOfficers.com LinkedIn: https://www.linkedin.com/in/kyle-harbaugh-chief-go-officers/ & https://www.linkedin.com/company/chief-go-officers-llc Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com 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.

In this episode, Steve Fretzin and Dennis Meador discuss: How lawyers can market themselves effectively in an increasingly competitive industry The role of personal branding in helping attorneys differentiate themselves from competitors Why podcasting is a valuable tool for business development and client acquisition Adapting to changing trends in SEO, social media, and content marketing Key Takeaways: Most potential clients check out a lawyer’s website before making contact, so their online presence should authentically reflect who they are and how they can help. Lawyers should avoid “random acts of marketing” and instead build a cohesive strategy centered around their ideal client profile, jurisdictional realities, and brand identity. Podcasting is not about going viral; it’s about targeting the right audience—50 engaged listeners in a lawyer’s market are more valuable than 50,000 global views with no conversion potential. The best marketing doesn’t just tell potential clients what a lawyer does; it shows how and why they do it differently, using real-world examples and insights that make them the obvious choice. "We're not trying to get you to be the foremost American divorce lawyer—we want you to be Chicagoland's high-net-worth or father-focused divorce lawyer... or one that focuses on the men's side. And when you become that—now you're owning your market, and it's a huge benefit to you." — Dennis Meador Got a challenge growing your law practice? Email me at steve@fretzin.com 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: Office Ladies Podcast: https://podcasts.apple.com/us/podcast/office-ladies/id1480311435 About Dennis Meador: Dennis Meador is the CEO and Founder of The Legal Podcast Network, dedicated to providing turnkey podcasting solutions for professionals, particularly attorneys. With over 20 years of experience in legal marketing, he is passionate about helping attorneys engage more clients and establish authority in their practice areas. An entrepreneur since 14, he has built multiple businesses and successfully scaled companies to multi-million-dollar revenues. Based in Austin, TX, he enjoys traveling, snorkeling, and making BBQ on his smoker—The Notorious P.I.T.—while spending time with his wife and three grown children. Connect with Dennis Meador: Website: http://www.thelegalpodcastnetwork.com/ LinkedIn: https://www.linkedin.com/in/dennismeador/ & https://www.linkedin.com/company/the-legal-podcast-network/ Facebook: https://www.facebook.com/profile.php?id=100053762623075 & https://www.facebook.com/legalpodcastnetwork.lawyers/ Instagram: https://www.instagram.com/diem.today/ & https://www.instagram.com/lpnlegalpodcastnetwork/ Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com 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.

In this episode, Steve Fretzin and Blake Strautins discuss: The importance of business development for lawyers How accountability and culture shape a law firm’s success Time management and delegation for legal professionals Personal and professional growth in legal leadership Key Takeaways: Building connections early with strategic partners, attorneys, and clients creates long-term opportunities, referrals, and career growth. A workplace culture that holds team members accountable improves productivity, reduces inefficiencies, and strengthens collaboration. Leaders who delegate effectively gain more time for key decisions, enhance firm efficiency, and empower their teams. Keeping an inbox organized by addressing, delegating, or categorizing emails prevents overwhelm, streamlines tasks, and ensures nothing important is missed. "You can learn the law, you can write great briefs, you can research out of something, but running a business is completely different; managing people is completely different. Being a good manager, a good leader—those are skills that, sadly, [law schools] just don't teach you." — Blake Strautins Got a challenge growing your law practice? Email me at steve@fretzin.com 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: Multipliers by Liz Wiseman: https://www.amazon.com/Multipliers-Best-Leaders-Everyone-Smarter/dp/0061964395 About Blake Strautins: Blake A. Strautins is a co-owner and managing partner of Kluever Law Group, LLC, where he heads the firm’s litigation department. Blake has been practicing in the field of complex litigation his entire legal career, beginning with class action litigation in 2007 and transitioning to commercial and real estate litigation in 2014, where he continues to hone his legal skills to this day. Beyond helping clients solve problems through creative solutions, both before and during formal litigation, Blake is also an accomplished appellate lawyer with numerous published decisions under his belt. Blake takes great pride in charting the firm’s path forward into continued growth and success in partnership with its diverse client base. Connect with Blake Strautins: Website: http://www.klueverlawgroup.com/ Email: bstrautins@klueverlawgroup.com LinkedIn: https://www.linkedin.com/in/blake-a-strautins/ Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com 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.

In this episode, Steve Fretzin and Mina Haque discuss: Overcoming challenges in growing a law practice The impact of digital tools on professional success Essential skills lawyers need beyond legal expertise The mindset shifts necessary for entrepreneurial success Key Takeaways: Solo law practice has become significantly more accessible due to virtual offices, law practice management software, and online marketing, reducing overhead costs and easing client acquisition. Lawyers should resist the temptation to accept every client and instead focus on a defined practice area to build a strong reputation and avoid operational inefficiencies. Effective delegation, including outsourcing bookkeeping, marketing, and administrative tasks, allows solo practitioners to maximize billable hours and focus on client service. Developing an online presence through SEO, blogging, and thought leadership is crucial for standing out and attracting clients in a competitive legal market. "Show your value to your client. Sometimes it may be outside the scope of the service, but go above and beyond and try to have that servant leadership mindset, because the right client will recognize your talent, and you may find yourself in the right place." —  Mina Haque Got a challenge growing your law practice? Email me at steve@fretzin.com 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: Likeable Badass by Alison Fragale: https://www.amazon.com/Likeable-Badass-Women-Success-Deserve/dp/0385549148 About Mina Haque: Mohaimina "Mina" Haque, CEO of Tony Roma’s, leads its strategic transformation, focusing on restructuring, growth, and global expansion. She also runs a law firm specializing in immigration and corporate law, with a focus on mergers and acquisitions. An Adjunct Professor at American University Washington College of Law, she teaches law practice management. Recognized for her leadership, Mina was named one of Women We Admire’s Top Women Leaders of DC (2024) and IAOTP’s Top Attorney of the Year (2023). Washingtonian Magazine honored her as an Outstanding Woman in DC (2021), and she is a member of Chief, a premier network for senior women leaders. Connect with Mina Haque:  Website: https://attorneymina.com/ LinkedIn: https://www.linkedin.com/in/minahaque/ Instagram: https://www.instagram.com/attorneyminadc/ Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com 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.

In this episode, Steve Fretzin and Belle Walker discuss: Why law firms struggle with inefficiencies and miscommunication The impact of unclear roles and accountability gaps in law firms How legal technology and AI are changing law firm operations Why structured processes are essential for business growth and client satisfaction Key Takeaways: Lawyers often assume their team understands their expectations, but without clear and explicit communication, misalignment can lead to inefficiencies, missed deadlines, and frustration for both staff and clients. Law firms aiming for maximum efficiency sometimes eliminate too much redundancy, making them less resilient when unexpected challenges arise, so finding the right balance between streamlining and maintaining flexibility is critical. Leveraging automation tools and legal technology can significantly reduce manual workload and improve accuracy, but firms must carefully assess their processes and ensure proper adoption to avoid resistance and implementation failures. Successfully implementing operational changes in a law firm requires leaders to communicate the ‘why’ behind the change, focusing on goals and benefits rather than simply dictating new processes, which helps secure team buy-in and long-term success. "Documentation goes a long way, and the lawyers themselves don't need to be the ones doing the documentation." — Belle Walker Got a challenge growing your law practice? Email me at steve@fretzin.com 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: Perform To Win by Mark Powell & Jonathan Gifford: https://www.amazon.com/Perform-Win-Unlocking-Personal-Business/dp/1910649252 About Belle Walker: Belle Walker, Founder and CEO of Belleview Consulting, takes organizations from Friction to Function, recapturing lost efficiency and engagement for companies across industries. Now the international bestselling author of Generation Innovation and a TEDx speaker, Belle has also built several successful teams for HERE Technology, including one responsible for the quality of maps for autonomous vehicles, and received two patents. Belle’s career began at Google, building a nation-wide aerial photography operation, and she has led numerous different teams since. Belle holds a Mechanical Engineering degree from Harvard and a Systems Engineering master’s from the University of Southern California, where her research studied organizations as systems. Connect with Belle Walker: Website: https://belleviewconsulting.com/ Email: belle@belleviewconsulting.com Book: Generation Innovation: https://www.amazon.com/Generation-Innovation-Business-Journey-Success/dp/B0CP5RYFKH/ LinkedIn: https://www.linkedin.com/in/bellekwalker/ & https://www.linkedin.com/company/belleview-consulting/ Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com 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.

In this episode, Steve, Nicola, and Shereen discuss: Building strong relationships between in-house and outside counsel The importance of business acumen in legal practice Networking and business development for lawyers Adapting to the evolving legal industry Key Takeaways: Outside counsel should recognize that in-house lawyers often make rapid decisions with limited information and need concise, actionable legal guidance rather than long memos. Many lawyers lack business literacy, making it harder for them to align legal advice with corporate goals; in-house counsel appreciate those who can bridge the legal-business gap. Instead of just asking for work, outside counsel should offer value by staying informed about the company’s initiatives, supporting their causes, and engaging in genuine conversations. In-house counsel prefer different modes of communication (text over email, early breakfast over lunch), and outside counsel should adapt to their client’s preferences to strengthen relationships. "A lot of times, I took for granted that outside counsel understood how in-house counsel worked, and then one day I realized, ‘Oh, that’s really not the case.’ If they did, it could really elevate not only the relationship but how they connect and how they maintain those relationships." — Nicola Hobeiche "If you can’t ask your friends, how are you going to ask strangers?" — Shereen El Domeiri Got a challenge growing your law practice? Email me at steve@fretzin.com 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: Lawyers Behaving Badly by Karen Delaney and Jennifer Judge: https://podcasts.apple.com/us/podcast/lawyers-behaving-badly/id1654960102 About Nicola Hobeiche and Shereen El Domeiri: Nicola Hobeiche and Shereen El Domeiri are the co-hosts of the Counsel Brew podcast, where they explore the journeys of legal professionals and beyond. Shereen spent much of her career as government and in-house counsel before transitioning into private practice, bringing a sharp, creative approach to problem-solving. Nicola has spent her entire legal career in-house across various industries, leveraging her global upbringing and big-picture thinking to navigate complex challenges. Connect with Nicola and Shereen: Website: https://counselbrew.com/ Show: https://podcasts.apple.com/us/podcast/counsel-brew/id1746634154 LinkedIn: https://www.linkedin.com/company/counsel-brew/ Nicola’s LinkedIn: https://www.linkedin.com/in/nicola-hobeiche-84699960/ Shereen’s LinkedIn: https://www.linkedin.com/in/shereeneldomeiri/ Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com 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.

In this episode, Steve Fretzin and Mike Chastaine discuss: Managing time effectively and focusing on high-value tasks Law firm growth and business development The psychology of productivity Work-life balance and self-improvement Key Takeaways: Prioritizing control over your daily schedule is essential because, rather than trying to manage time itself, lawyers should focus on managing their actions by scheduling focused work blocks, minimizing distractions, and ensuring that key priorities are intentionally planned. Using the 80/20 rule can drastically improve efficiency by identifying and focusing on the 20% of tasks that produce 80% of the results while delegating or eliminating lower-value work that consumes time without contributing significantly to success. Starting the day with meditation, gratitude journaling, and small victories (like making your bed) sets the tone for a more productive and controlled day. Applying the Profit First method to law firm finances can help ensure long-term financial stability by reversing the traditional approach to budgeting, prioritizing profit from the start, monitoring cash flow daily, and making strategic spending decisions only after ensuring profitability. "There's no such thing as time management, because you don't manage time. What you manage is your conduct." — Mike Chastaine Got a challenge growing your law practice? Email me at steve@fretzin.com 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: Profit First by Mike Michalowicz: https://www.amazon.com/Profit-First-Transform-Cash-Eating-Money-Making/dp/073521414X/ About Mike Chastaine: Mike Chastaine is an award-winning attorney, speaker, and author with decades of experience in and out of the courtroom. After 16 years as a public defender and six years at a large firm, he founded the Chastaine Law Office in 2007, growing it into a seven-figure practice recognized as the Best Criminal Defense Firm in Northern California. In 2021, he sold the firm and shifted his focus to coaching and consulting, helping attorneys build successful, sustainable practices. Connect with Mike Chastaine: Website: https://michaelchastaine.com/ Email: mike@chastainejones.com LinkedIn: https://www.linkedin.com/in/michael-chastaine-4683104/ Facebook: https://www.facebook.com/mike.chastaine Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com 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.

In this episode, Steve Fretzin and Bruce La Fetra discuss: The importance of understanding your best clients Marketing strategy for law firms in a competitive landscape The difference between experts and advisors The power of client testimonials and validation Key Takeaways: The best clients are not only more profitable but also easier to work with, as they buy faster, pay more, and create fewer headaches, making them essential for long-term business growth. Law firm marketing should shift from highlighting expertise to showcasing the real-world impact of legal services, such as improving business operations, reducing risks, or increasing revenue. Client testimonials are most effective when they emphasize specific, measurable outcomes—like increased working capital or faster contract execution—rather than vague endorsements. A law firm’s messaging, from its website to client conversations, should be strategically crafted to reflect what its best clients truly value, ensuring better alignment and stronger relationships. "So, a lot of times, people don't know why their firm is successful. They know they have clients that they love working with, and those clients would go nowhere else, but they don't know why." — Bruce La Fetra Got a challenge growing your law practice? Email me at steve@fretzin.com 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 History of English Podcast: https://podcasts.apple.com/us/podcast/the-history-of-english-podcast/id538608536 About Bruce La Fetra: Law firm owners hire Bruce La Fetra to transform their marketing and positioning by attracting clients who buy faster, pay more, and make more referrals. Rainmakers call Bruce "The Client Whisperer" because he teaches them—and their firms—how to Think Like Your Best Clients. Bruce takes a unique approach to understanding Best Clients. He reverse-engineers the best relationships so firms can clone their Best Clients by doing more of what they do best. Connect with Bruce La Fetra: Website: http://eastwoodstrategy.com/ Email: bruce@easteoodstrategy.com LinkedIn: https://www.linkedin.com/in/blafetra/ Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com 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.

In this episode, Steve Fretzin and James Rodgers discuss: Evolution and confusion surrounding DEI in the workplace Human nature’s role in shaping workplace dynamics AI and automation as the next diversity challenge Managing generational differences in the workforce Key Takeaways: DEI has repeatedly risen and fallen as activists and organizations redefine it, creating confusion over its true purpose. The next diversity challenge extends beyond human differences to integrating AI, robotics, and automation into the workforce. Instead of hiring based on identity markers like race or gender, leaders should prioritize missing perspectives that drive innovation and problem-solving. Effectively managing generational differences requires direct engagement with individuals rather than relying on broad assumptions about their work ethics or expectations. "Forty years ago, the new reality was that there was going to be a new mix of human beings in the workplace. Now, the new reality is that there is going to be a mix of humans and non-human entities in the workplace." — James Rodgers Got a challenge growing your law practice? Email me at steve@fretzin.com 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: Behind The Human with Marc Champagne: https://podcasts.apple.com/us/podcast/behind-the-human-with-marc-champagne/id1342231432 About James Rodgers: Dr. James O. Rodgers, known as “The Diversity Coach,” has spent 35+ years pioneering diversity management as a core enterprise discipline. Recognized as the #1 thought leader in the field, his books Managing Differently and Diversity Training That Generates Real Change are used in MBA programs and corporate initiatives worldwide. By blending sound management principles with practical diversity strategies, he emphasizes simplicity, pragmatism, and sustainability. He also coaches C-suite executives and directs the Executive Academy of ITSMF, preparing leaders of color for a changing world. Connect with James Rodgers: Website: http://jamesorodgers.com/ Email: jora@thediversitycoach.com Book: https://www.amazon.com/stores/James-O.-Rodgers/author/B001K7Y9WC LinkedIn: https://www.linkedin.com/in/jamesorodgers/ & https://www.linkedin.com/company/51680091/admin/dashboard/ Facebook: https://www.facebook.com/james.rodgers.14661261/ & https://www.facebook.com/epiphanythebooks/ Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com 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.