Images
Let’s
face
it,
most
lawyers
hate
the
word
“sales.”
But
if
you’re
growing
a
law
practice,
you
are
selling,
whether
you
realize
it
or
not.
In
this
episode
of
“Be
That
Lawyer,”
I
had
a
great
conversation
with
Dan
Lear,
who
heads
up
partnerships
at
InfoTrack,
about
how
lawyers
can
embrace
business
development
without
feeling
inauthentic
or
pushy.
Here
are
a
few
key
takeaways:
There’s
no
room
for
manipulation
when
everyone
has
the
same
data
Dan
shared
a
story
about
negotiating
for
a
car
and
doing
the
classic
walkout
move.
Five
days
later,
the
dealer
came
back
with
a
discount.
Why?
Because
they
knew
exactly
what
that
car
was
worth,
and
so
did
he.
The
same
goes
for
legal
services.
Clients
today
can
compare
you
with
dozens
of
other
lawyers.
The
modern
buyer
is
informed,
and
your
role
is
to
be
clear,
trustworthy,
and
helpful,
not
salesy.
Relationships
beat
résumés
Dan
shared
how,
early
in
his
career,
he
quickly
realized
that
sending
out
cold
résumés
was
a
losing
game.
What
worked
instead?
Meeting
people.
Being
curious.
Listening
to
their
stories
and
connecting
with
them
on
a
human
level.
That
natural
curiosity
and
relationship-building
mindset
turned
out
to
be
the
most
valuable
career
tool
he
had.
Qualify
or
waste
time
Dan
also
emphasized
the
importance
of
understanding
who
the
real
decision
maker
is.
Instead
of
bluntly
asking,
“Are
you
the
decision
maker?”
which
can
come
off
as
offensive,
he’d
say:
“Totally
recognizing
that
you’re
going
to
be
a
part
of
this,
but
who
else,
if
anyone,
would
be
involved
in
making
this
decision?”
Ready
to
position
yourself
as
the
go-to
expert
in
your
field?
Listen
to
the
full
episode
here.
Catch
our
latest
“Be
That
Lawyer”
episode
here.
Steve
Fretzin
is
a
bestselling
author,
host
of
the
“Be
That
Lawyer”
podcast,
and
business
development
coach
exclusively
for
attorneys.
Steve
has
committed
his
career
to
helping
lawyers
learn
key
growth
skills
not
currently
taught
in
law
school.
His
clients
soon
become
top
rainmakers
and
credit
Steve’s
program
and
coaching
for
their
success.
He
can
be
reached
directly
by
email
at [email protected].
Or
you
can
easily
find
him
on
his
website
at www.fretzin.com or
LinkedIn
at https://www.linkedin.com/in/stevefretzin.
Join
Steve
and
three
of
the
top
contributors
to
his
latest
book,
“Be
That
Lawyer:
101
Top
Rainmaker
Secrets
to
Growing
a
Successful
Law
Practice,”
for
a
live
virtual
event
at
1
p.m.
EST
on
July
24.
Register
here.