Episode 6 : Bonus Episode: Phil Fornaro on BE THAT LAWYER with Steve Fretzin

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In this special bonus episode of Lightbulb Moments, the tables are turned as I step into the interviewee’s seat. I’m excited to share that Steve Fretzin, a seasoned business development coach and the host of the popular podcast BE THAT LAWYER, invited me on his show to discuss the art of networking, building trust, and achieving success in the legal industry. We’re thrilled to republish this insightful conversation here, offering our listeners an inside look at the strategies and experiences that have shaped my journey.

Meet Steve Fretzin

Steve Fretzin is a business development coach with a focus on helping lawyers master the art of networking and client acquisition. As a “business development therapist,” Steve brings a wealth of experience and a knack for actionable advice that drives real results. With features in the Chicago Tribune, Crain’s, and Entrepreneur.com, and appearances on NBC News and WGN Radio, Steve’s influence in the legal community is well-recognized. He’s also the author of three books on legal business development and contributes regularly to the Chicago Daily Law Bulletin, among other prestigious publications.

Episode Highlights

In this episode, Steve Fretzin and I delve into:

  • Transforming Your Career Through Networking: We discuss how effective networking can be a game-changer for your career, particularly in the legal field. Building strong, local connections is key to turning networking into a powerful business development tool.
  • Avoiding Pitfalls in Networking and Communication: We explore common mistakes that can sabotage potential connections, such as pushing your own agenda too hard and failing to listen. The focus should always be on understanding others and providing solutions to their problems.
  • Enhancing Trust and Conversion Rates: I share insights on identifying strategic partners, targeting specific professional groups, and delegating tasks to build trust and increase conversion rates. Networking is all about meeting the right people, asking the right questions, and offering genuine help.
  • The Power of Follow-Up and Intentionality: We emphasize the importance of follow-up in networking. A personal touch and intentional follow-up can significantly boost conversion rates and lead to long-term business success.

Key Takeaways

  • It’s more than just exchanging business cards. Done right, networking can transform your career by creating lasting, meaningful connections.
  • Focus on building trust through intentional actions, strategic partnerships, and targeted efforts.
  • Consistent and thoughtful follow-up can make all the difference in turning initial connections into lasting professional relationships.

A Quote to Remember

“When the person feels understood and listened to, and then there’s an opportunity to help them – it’s like the grand prize of networking, from a standpoint of how you just made someone else feel, which may ultimately be the most important thing.” – Steve Fretzin

Connect with Steve Fretzin

Connect with Philip Fornaro

Tune in to this bonus episode to hear my conversation with Steve Fretzin, and don’t forget to subscribe to Lightbulb Moments for more inspiring discussions and insights.