In this episode, Steve Fretzin and Michael Oberther discuss:

• Effective networking for attorneys
• Communicating complex legal concepts in a relatable manner
• Understanding your target audience in networking efforts
• Building strong referral relationships within professional networks

Key Takeaways:

• Attorneys should prepare to explain their services in simple terms, akin to explaining to a high schooler, to ensure clarity and recognition of referral opportunities.
• Sharing specific stories about past client interactions can help others understand the value of your services and identify potential referrals.
• Networking should be targeted; lawyers should focus on connecting with professionals who have clients that may need their legal services.
• Engaging others in conversation about their industries first can create a tailored networking approach that resonates more effectively with potential referral sources.

"I want to get them talking first... That gives me the opportunity, when it is my turn to share, to tailor my conversation directly back to the industries that they serve." — Michael Oberther

Read Steve's past episodes as Blogcasts—visit now: https://www.fretzin.com/blog/

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:

REAL AF with Andy Frisella: https://podcasts.apple.com/us/podcast/real-af-with-andy-frisella/id1012570406

About Michael Oberther: In 2014, Michael Oberther moved to New York City and, as a seasoned salesperson, aimed to build a professional network from scratch. He engaged with the NYC networking community and met the owner of ArcLedge Accounting, an outsourced bookkeeping firm, leading to his role as Director of Business Development. He developed a 100% referral-driven sales process and continues to drive growth through the referral network he built.

With 20 years in business development and client relations, Michael focuses on outsourced business service sales and effective relationship building, skills honed during seven years in the Air National Guard. His success comes from connecting with people, understanding their needs, and delivering solutions. Outside work, he enjoys Jiu Jitsu, rock climbing, and strength training.

Connect with Michael Oberther:

Website: https://www.arcledge.com/

LinkedIn: https://www.linkedin.com/in/michaeloberther/ & https://www.linkedin.com/company/arcledge/mycompany/

Instagram: https://www.instagram.com/moberther/

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 Chris Ruzicka discuss:

• Networking and relationship building
• The role of business development in law firms
• Why many lawyers struggle with sales and networking
• Making the most out of networking opportunities

Key Takeaways:

• Building strong relationships is key to business development by focusing on genuine connections over immediate sales and starting with familiar, comfortable contacts.
• Non-lawyers add significant value in law firms by handling networking, generating referrals, and guiding attorneys in business development strategies that drive firm growth.
• Effective networking relies on thorough preparation through researching contacts, utilizing LinkedIn, and planning conversations to establish rapport.
• Consistent follow-up strengthens professional relationships by maintaining regular communication and making strategic introductions to turn connections into business opportunities.

"[Business development people] can provide attorneys with additional ammo, additional help, and additional support to not only recruit but also retain." — Chris Ruzicka

Read Steve's past episodes as Blogcasts—visit now: https://www.fretzin.com/blog/

Thank you to our Sponsors!

Rankings.io: https://rankings.io/

Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/

About Chris Ruzicka: Chris Ruzicka, Director of Business Development at the Carmody MacDonald law firm in St. Louis, Missouri, provides attorneys, clients, referral partners, and network connections with ideas and resources to improve their sales and marketing efforts. Chris’ primary objective is to market the firm and its attorneys while securing weekly referrals for the law firm.

His extensive business development and marketing experience, ranging from start-ups to large organizations such as Anheuser-Busch and Sara Lee, enables him to bring innovative ideas and best practices to the firm and his connections. Chris regularly presents to groups on the topics of effective networking for business and how to develop a simplified, sensible marketing plan.

Connect with Chris Ruzicka:

Website: https://carmodymacdonald.com/

Phone: 314-854-8603

LinkedIn: https://www.linkedin.com/in/christopherruzicka/ & https://www.linkedin.com/company/carmody-macdonald-p-c-/mycompany/

Facebook: https://www.facebook.com/carmodymacdonaldpc/

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 Robert Hanna discuss:

• Podcasting as a business development tool
• Building and engaging a legal community
• Strategies for growing a personal or firm brand
• Leveraging LinkedIn and legal technology for career advancement

Key Takeaways:

• Launching a podcast differentiates a business, builds client relationships, and establishes a brand by offering valuable content over direct sales approaches.
• Consistent content creation and social media engagement, especially on LinkedIn, enhances professional visibility and opens doors to opportunities and collaborations.
• Mistakes in podcasting, like generic episode titles or ineffective video strategies, limit growth potential, highlighting the need for strategic digital marketing efforts.
• Focusing on long-term benefits of building a community or brand is essential, as the cost of inaction (missing key opportunities) outweighs immediate return on investment.

"We were the first legal recruitment firm in the world to launch a podcast, and that was a great way to build thought leadership, produce content, and utilize social where certain people were behind." — Robert Hanna

Read Steve's past episodes as Blogcasts—visit now: https://www.fretzin.com/blog/

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:

Legal Operations in the Age of AI and Data (edited by Olga Mack, Humira Noorestani, and Memme Onwudiwe): https://www.amazon.com/Legal-Operations-Age-AI-Data/dp/1837230099/

About Robert Hanna: Robert Hanna is the Founder & Managing Director of KC Partners, a UK-based global leader in legal talent solutions and content creation. He helps legal professionals secure roles across the UK, Europe, the Middle East, Far East, and the US, and has been featured in leading publications like The Lawyer and Law.com. Rob is a LinkedIn Top Voice, host of the Legally Speaking Podcast, and co-founder of the Great Big Legal Offsite. He advises legal tech startups, mentors, and advocates for mental health, diversity, and inclusion, drawing inspiration from his grandfather's legacy in law.

Connect with Robert Hanna:

Website: https://legallyspeakingpodcast.com/

Legally Speaking Podcast: https://podcasts.apple.com/us/podcast/legally-speaking-podcast/id1485892170

LinkedIn: https://www.linkedin.com/in/roberthanna/

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.