need
to
worry
about
merging
anymore!
While
we
all
know
the
expression
“monkey
see,
monkey
do,”
it
doesn’t
quite
hit
the
mark
for
me
as
I
sit
down
to
write
this.
The
word
I’m
really
searching
for
is
“emulate.”
The
definition?
To
match
or
surpass
someone
or
something,
typically
by
imitation.
There,
that’s
better.
Before
I
go
any
further,
let
me
be
clear:
this
isn’t
about
puffing
out
my
chest
or
boasting.
I
simply
believe
that
each
of
us
has
unique
talents,
and
part
of
life’s
purpose
is
to
share
them
with
the
world.
As
a
legal
business
development
coach,
my
role
is
to
teach
lawyers
behaviors,
skills
and
language
that
save
time,
increase
revenue
and
support
them
in
living
their
best
lawyer’s
life.
I
learned
early
on
that
if
I
wanted
my
clients
to
succeed,
I
had
to
walk
the
walk
myself.
If
I’m
not
someone
worth
emulating,
what
does
that
say
about
my
coaching?
Why
would
anyone
want
to
follow
my
lead
if
I’m
not
demonstrating
leadership?
With
that
in
mind,
here
are
a
few
key
habits
that
have
helped
me
grow—and
how
they
help
my
clients
follow
suit
on
their
own
journey
to
rainmaking
success.
1.
Positivity
Powers
Forward
Motion
If
you’re
saying
things
like
“I
can’t”
or
“I
won’t,”
you’re
setting
yourself
up
to
lose
before
you’ve
even
started.
We
all
have
tough
days
and
rough
stretches,
me
included.
(Have
I
mentioned
that
I
have
a
teenager?)
But
here’s
the
truth:
it’s
incredibly
difficult
to
succeed
in
business
development
with
a
negative
mindset.
One
of
the
most
effective
ways
I
shift
my
thinking
is
by
taking
positive
action.
Whether
it’s
working
out,
getting
chores
done
or
spending
time
on
business
development,
I
do
things
that
move
me
in
a
productive
direction.
And
the
mind
responds.
My
clients
see
this
consistency.
They
pick
up
on
the
optimism
that
these
habits
create.
I’m
part
coach,
part
therapist
and
full-time
optimist.
We
talk
about
everything,
billable
hour
pressure,
difficult
clients
or
partners,
and
why
business
development
efforts
may
be
stalling.
I
listen,
I
understand,
and
then
we
collaborate
to
create
a
clear
plan.
By
the
end
of
the
call,
my
clients
leave
with
more
clarity,
energy,
and
confidence
than
they
had
at
the
start.
That
transformation
from
skeptical
and
apprehensive
to
motivated
and
forward-looking?
That’s
the
magic.
2.
Becoming
An
Organizational
Assassin
I’ll
admit
it:
I
used
to
be
a
total
disaster
when
it
came
to
organization.
Stacks
of
business
cards.
Messy
file
folders.
A
cluttered
inbox.
Missed
follow-ups
with
potential
clients
and
strategic
partners.
Sound
familiar?
A
lot
of
my
clients
start
off
this
way.
But
it
doesn’t
take
long
before
they
realize
I’ve
become
the
master
of
organization.
No
paper
clutter.
Inbox
at
zero.
And
yes,
I
only
work
four
days
a
week
now
(humble
brag).
What
changed?
I
realized
that
in
order
to
teach
lawyers
business
development,
I
first
had
to
master
time
management
and
organization.
One
doesn’t
work
without
the
other.
So,
I
became
a
student
of
the
game.
I
studied
productivity
legends
like
David
Allen,
author
of
“Getting
Things
Done,”
and
James
Clear,
who
wrote
“Atomic
Habits.”
And
I
applied
their
lessons
relentlessly.
It
took
time,
but
it
was
a
game-changer.
Today,
my
clients
see
that
structure
in
everything
I
do,
and
they
want
in
on
the
secret
sauce.
The
best
part?
I
love
helping
them
get
there.
3.
Build
Your
Brand
To
Build
Your
Business
Imitation
isn’t
just
the
sincerest
form
of
flattery.
It’s
the
start
of
real
learning.
A
lot
of
my
clients
find
me
through
my
books,
podcast,
or
articles
—
like
this
one.
They’re
observing
someone
who’s
willing
to
put
himself
out
there,
and
that
matters.
I
would
never
ask
a
client
to
do
something
I’m
not
already
doing
myself.
That’s
part
of
why
the
results
we
get
are
so
strong.
Business
development
on
its
own
can
move
the
needle,
but
when
you
combine
it
with
marketing
and
brand-building,
you
see
transformation.
I’m
also
a
big
believer
in
automation
and
delegation.
My
virtual
assistant
handles
most
of
the
backend
work,
which
frees
me
up
to
focus
on
high-value
efforts
like
client
engagement,
content
creation,
and
relationship-building
with
referral
sources.
Many
of
the
lawyers
I
work
with
struggle
to
even
write
their
first
LinkedIn
post.
No
surprise
there.
As
you
are
well
aware,
perfectionism
and
risk
aversion
are
common
in
your
profession.
But
with
me
modeling
the
behaviors
and
strategies
in
real
time,
we
can
find
the
approaches
that
work
best
for
everyone.
And
because
I’ve
already
tested
and
refined
them,
they
can
hit
the
ground
running.
Where
We
Start
Isn’t
Where
We
End
If
you
asked
five
of
my
high
school
friends
how
successful
I’d
be
in
30
years,
not
one
of
them
would
have
predicted
I’d
be
a
five-time
author
and
coach
to
some
of
the
most
accomplished
lawyers
on
the
planet.
But
here
I
am,
and
I
don’t
take
it
for
granted.
In
order
for
my
clients
to
grow,
I
have
to
be
the
ultimate
role
model.
I
must
be
the
best
at
managing
time,
mastering
business
development,
and
building
a
brand,
so
they
can
trust
the
road
I’m
leading
them
down.
Their
ability
to
emulate
my
systems,
habits,
and
mindset
is
critical
to
their
success.
If
you’re
hungry
to
learn
and
improve,
check
out
my
books,
podcasts,
videos,
and
articles
at
www.fretzin.com.
Or
for
a
more
direct
path,
shoot
me
an
email
at
[email protected]
and
we’ll
schedule
a
30-minute
call
to
see
if
there’s
a
fit
to
work
together.
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/.