Steve Fretzin’s latest book offers a treasure trove of advice for would-be and rising rainmakers. Jared Correia reviews “Be THAT Lawyer: 101 Top Rainmakers’ Secrets to Growing a Successful Law Practice.”
Table of contents
Steve Fretzin is a business development consultant for lawyers, with two decades of experience assisting attorneys in becoming referral marketing masters. Much like Sir Arthur Conan Doyle, Steve has also taken to writing — and, in addition to his consulting work, he has become a prolific author and podcaster. (Not all of that statement is true, but the best parts are.) In fact, Steve has authored no less than four books. His latest publication, however, features a twist of M. Night Shyamalan proportions, if M. Night Shyamalan himself were a children’s book author.
This time around, Steve sourced a little help from his friends. His latest book, “Be THAT Lawyer: 101 Top Rainmakers’ Secrets to Growing a Successful Law Practice,” is a pithy collection of tips drawn from podcast interviews Steve has conducted with the eponymous 101 rainmakers, mixed in with his own useful anecdotes.
Rainmaking’s Greatest Hits: More Business Development Advice Than You Can Shake a Stick At
Try setting up 101 networking meetings with the top lawyers and legal business development experts across the country. Go ahead, I’ll wait. Yeah, right. That would take you years. Here’s a suggestion: Instead of doing all that, simply acquire the aforementioned book and take the shortcut its author has offered.
Now, there’s not just one way to be a rainmaker. In recognition of that fact, “101 Top Rainmakers’ Secrets” offers a number of perspectives both from practicing attorneys and legal vertical gurus, who all offer suggestions across a number of categories. Among other topics, the book squarely addresses:
- The importance of mindset for establishing yourself as a complete business development savage.
- How to create and maintain a network of professional referral sources.
- How to get found by potential clients and referral sources.
No stone is left unturned. Marketing and networking advice encompasses helpful tips for scaling a law firm, leveraging technology, and even dabbling in the most modern law firm business models. Once you’ve read the snippets, you can explore further by listening to the full-scale conversations between Steve and each contributor.
NEW MARKETING BOOK
Be THAT Lawyer: 101 Top Rainmakers’ Secrets to Growing a Successful Law Practice
If you want to step up your game and become an all-pro rainmaker, don’t fret(zin). This new, ultimate guide to rainmaking is available now on Amazon, in print and digital formats. Visit Fretzin.com to learn more.
Paging the Next Great Rainmaker: What’s Inside
But, don’t take my word for it. The breadth of business development strategies covered in “101 Top Rainmakers’ Secrets” is as varied as the contributors themselves.
Let’s take a peek, shall we?
Heidi K. Brown suggests how even introverted lawyers (yes, there are a lot of you) can become legendary rainmakers by preparing themselves as elite athletes do. Plus, Heidi throws in a quote from U2’s Bono, for good measure.
Brett Trembly of GetStaffedUp talks about the importance of delegating work for attorneys — a revelation that occurred to him … while he was sitting on the beach. You see, Brett was supposed to be on vacation …only he was working on managing two separate law firms … at the same time. How does effective delegation help you acquire more business? Well, that’s easy: you gain free time. (Use some of it to dive into Brett’s suggestions.)
If you thought the only way forward as a rainmaker was to work within the constructs (confines?) of the Biglaw model, well, Jonathan Baum of Avenir Guild has other ideas. Jonathan talked to Steve about how getting free of the Biglaw program opens up lots of opportunities for thoroughgoing attorneys. Jonathan, an “independent” lawyer, can free you up, too … just don’t call him a solo 😊.
If you want clients to keep coming back to deliver more work your way — including via referrals — you gotta know how to talk to them. But lawyers are generally terrible at client communications. Enter Jim Coogan of Coogan Gallagher, who explains how he is using accessible language and clear ideas to connect with the clients he services (and from whom he’ll try to acquire other clients, going forward). You, too, can learn to speak this language.
Tim Lupinacci, of Baker Donelson, knows that old-school lawyer strategies don’t apply in the modern context. You know, like the one where you work yourself to the point of burnout, and beyond. So, how do you adopt a new-school approach and buy yourself the space you need to become a great rainmaker? Tim’s got some ideas. Among other things, you’ll need to practice self-care, access emotional intelligence and learn how to balance firm leadership and business development. It ain’t easy, but it is possible.
That’s only a smattering of what you’ll find within the pages of “101 Top Rainmakers’ Secrets.” In fact, there are fully 96 more lessons to dive deep into. The remaining question is: Which of these ideas will you use to establish your own blueprint for success?
The secret is out, and it’s yours for the taking.
Image © iStockPhoto.com.
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