In
this
episode,
host
Steve
Fretzin
and
lawyer
coach
Phyllis
Sisenwine
discuss
the
art
of
building
a
legal
practice
through
intentional
networking,
relationship-building,
and
smart
business
development
strategies.
Phyllis
shares
her
decades
of
experience
helping
lawyers
and
professionals
connect
more
meaningfully,
manage
their
time,
and
turn
introductions
into
real
opportunities.
How
to
Make
Introductions
That
Matter
Phyllis
and
Steve
dive
into
the
importance
of
context
when
making
introductions.
It’s
not
enough
to
simply
refer
to
someone
because
you
like
them—there
needs
to
be
a
clear
business
reason.
Phyllis
explains
that
you
should
help
your
contacts
introduce
you
in
a
way
that
highlights
your
value
and
relevance
to
the
person
you
want
to
meet.
“We
have
to
help
that
person
introduce
us
in
the
way
we
want
to
be
introduced
to
the
kind
of
person
that
we
want
to
work
with.”
By
sharing
a
short,
compelling
story
about
your
journey
and
the
results
you
deliver,
you
make
it
easier
for
others
to
advocate
for
you.
The
Only
Thing
That
Matters
in
Getting
Meetings
The
conversation
highlights
that
people
take
meetings
for
business
reasons,
not
just
because
of
personal
rapport.
Steve
and
Phyllis
discuss
the
power
of
having
your
advocates
repeat
back
the
story
of
why
a
meeting
with
you
is
valuable.
This
ensures
the
introduction
is
set
up
for
success
and
that
both
parties
understand
the
benefit.
Mastering
Referrals
and
Follow-Up
Phyllis
emphasizes
the
importance
of
follow-up
and
accountability
in
business
development.
When
you’re
copied
on
an
introduction,
you
can
see
if
the
other
person
responds.
If
not,
it’s
an
opportunity
to
reach
out
and
have
a
candid
conversation
with
your
client
or
contact.
She
also
cautions
that
referrals
can
go
“dark”
if
not
set
up
properly:
“If
it
wasn’t
set
up
properly,
if
it
wasn’t
teed
up
beautifully
for
me
or
for
someone
else,
there
could
be
a
chasing
game
there.
It
could
go
dark
real
fast
and
it
could
waste
our
time.”
Want
more
from
Phyllis
Sisenwine?
Get
to
know
her
work
and
insights
here.
Catch
the
full
podcast
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.