Images
In
this
episode
of
“Be
That
Lawyer,”
I
sat
down
with
researcher
and
strategist
Matt
Dixon
to
explore
what
today’s
top
rainmakers
are
doing
to
earn
trust,
deliver
value,
and
build
long-term
client
loyalty.
We
discussed
how
mindsets
are
evolving
in
the
legal
space,
and
what
truly
sets
the
most
successful
professionals
apart
from
the
rest.
Lead
to
Your
Value
Matt
shared
that
the
best
rainmakers
don’t
lead
with
their
résumé.
They
don’t
start
with
their
credentials,
degrees,
or
accolades.
Instead,
they
lead
to
those
things,
starting
the
conversation
with
insights
their
clients
care
about.
That
might
mean
new
ways
to
mitigate
risk,
grow
market
share,
or
achieve
business
objectives.
By
offering
perspective
and
framing
the
issue
in
a
client-centric
way,
lawyers
position
themselves
as
strategic
partners,
not
just
service
providers.
That
shift
changes
how
clients
perceive
your
value
from
the
very
first
interaction.
Diagnose
Before
You
Prescribe
One
of
Matt’s
favorite
sayings
is,
“Prescription
before
diagnosis
is
malpractice.”
It
applies
just
as
much
to
lawyers
as
it
does
to
doctors.
The
best
rainmakers
are
those
who
slow
down,
ask
smart
questions,
and
understand
the
client’s
situation
before
offering
a
solution.
This
mindset
comes
from
Matt’s
research
in
The
Challenger
Sale
and
The
Activator
Advantage,
where
he
highlights
the
importance
of
guiding
clients
with
tailored
advice,
not
canned
pitches.
For
lawyers
selling
themselves
and
their
expertise,
this
approach
builds
credibility
and
trust
from
the
start.
Reach
Out
With
Purpose
Many
lawyers
hesitate
to
reach
out
to
clients
unless
there’s
an
urgent
need,
afraid
of
seeming
pushy.
But
Matt’s
research
shows
that
clients
often
feel
neglected,
not
over-contacted.
General
Counsel
and
business
leaders
say
their
biggest
complaint
is
not
hearing
from
their
lawyers
enough.
They
want
professionals
who
act
as
a
window
into
the
market,
bringing
them
ideas,
trends,
and
insights
they
wouldn’t
hear
elsewhere.
Even
a
short,
thoughtful
outreach
can
cut
through
the
noise
and
remind
clients
why
you’re
the
one
they
trust.
This
episode
is
a
must-listen
for
lawyers
who
want
to
rethink
how
they
approach
business
development.
Matt’s
insights
show
exactly
how
top
rainmakers
build
trust,
create
value,
and
earn
loyalty
in
a
world
where
competition
is
only
getting
tougher.
Listen
to
the
full
episode
here.
Catch
our
latest
“Be
That
Lawyer”
episode
here.
And
if
you’re
serious
about
growing
your
practice,
don’t
miss
my
new
book,
now
on
Amazon.
Check
it
out
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/.