In this episode, Steve Fretzin and Joe Jones discuss:

• The transition from traditional legal practice to entrepreneurship
• Strategies for evaluating and managing professional risk
• Tools and systems that support solo and startup legal ventures
• The mindset and preparation needed to pursue legal tech innovation

Key Takeaways:

• Successfully transitioning from law firm practice to a tech-driven startup can be less daunting when done gradually, by maintaining income and slowly validating the new concept before fully stepping away.
• Fear of entrepreneurial failure can be reduced by building out clear backup plans—even unconventional ones—to provide psychological safety and optionality during uncertain times.
• Implementing automated scheduling systems and encouraging clients to use them can significantly reduce administrative burden, lower phone interruptions, and create a more organized and prepared client experience.
• New product ideas should be tested not by pitching, but by asking target users how they currently solve the problem, which leads to more honest feedback and uncovers existing competitors or gaps in the market.
  

"There’s just so many tools out there that you can get that aren’t very expensive, that take a huge headache away from you." — Joe Jones

Unlock the secrets of the industry's top rainmakers with Be That Lawyer: 101 Top Rainmakers’ Secrets to Growing a Successful Law Practice. Grab your ultimate guide to building a thriving law firm now on Amazon: https://www.amazon.com/dp/B0F78HXJHT

Thank you to our Sponsors!

Rankings.io: https://rankings.io/

Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/

Episode References:

The Mom Test by Rob Fitzpatrick: https://www.amazon.com/Mom-Test-customers-business-everyone/dp/1492180742

About Joe Jones: Joe Jones is a board-certified personal injury trial lawyer, the Co-Founder and CEO of StreamSettle, and a U.S. Marine Corps veteran with a driving passion for resolving conflict. From his early days in his law school's Mediation Clinic to serving as a Judge Advocate in the Marines, Joe has been helping people find solutions to their legal disputes.

After a successful run managing a Houston office for a top Texas personal injury firm and making partner, Joe's entrepreneurial spirit led him to launch Joe Jones Law Firm. But he didn't stop there. Seeing a need for innovation, he co-founded StreamSettle with his wife Chrysa—a software solution shaking up the dispute resolution world.

When he's not working, Joe is all about family, cheering on Texas A&M and Houston sports teams, playing music, and hitting the slopes.

Connect with Joe Jones:

Website: https://streamsettle.com/

Email: jjones@streamsettle.com

LinkedIn: https://www.linkedin.com/in/joe-jones-9802a3a/ & https://www.linkedin.com/company/streamsettle

Connect with Steve Fretzin:

LinkedIn: Steve Fretzin

Twitter: @stevefretzin

Instagram: @fretzinsteve

Facebook: Fretzin, Inc.

Website: Fretzin.com

Email: Steve@Fretzin.com

Book: Legal Business Development Isn't Rocket Science and more!

YouTube: Steve Fretzin

Call Steve directly at 847-602-6911

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Dan Lear discuss:

• The evolution of modern sales philosophy and methodology
• Relationship-building and persistence in business development
• The impact of information access on buyer behavior and expectations
• Qualifying clients and aligning offerings with real needs

Key Takeaways:

• Hard-selling and product-pushing tactics no longer resonate in today's market, where the more effective approach is to guide prospects through a personalized, trust-based buying process that prioritizes their needs and decision-making journey.
• To avoid wasting time and energy, sales professionals must rigorously qualify prospects early on by confirming they have a compelling reason to change, a genuine commitment to act, decision-making authority, and the financial means to proceed.
• In a world where buyers have access to the same data and pricing transparency as sellers, attempts to manipulate or pressure them are counterproductive and often backfire, as credibility and authenticity now matter more than persuasion.
• Sustainable business development stems not from being aggressively persistent but from cultivating genuine relationships, staying consistently engaged without being overbearing, and building trust through listening, relevance, and patience.

"If you don’t know what you want, be clear about that. And second, even if it’s in the short term, put together a plan to help you... move in that direction." — Dan Lear

Unlock the secrets of the industry's top rainmakers with Be That Lawyer: 101 Top Rainmakers’ Secrets to Growing a Successful Law Practice. Grab your ultimate guide to building a thriving law firm now on Amazon: https://www.amazon.com/dp/B0F78HXJHT

Ready to go from good to GOAT in your legal marketing game? Don’t miss PIMCON—where the brightest minds in professional services gather to share what works. Lock in your spot now: https://www.pimcon.org/

Thank you to our Sponsors!

Rankings.io: https://rankings.io/

Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/

Episode References:

• To Sell Is Human by Daniel H. Pink: https://www.amazon.com/Sell-Human-Surprising-Moving-Others/dp/1594631905
• The Win Without Pitching Manifesto by Blair Enns: https://www.amazon.com/Win-Without-Pitching-Manifesto/dp/1605440043

About Dan Lear: Dan Lear heads up partnerships at InfoTrack. InfoTrack is a tech-enabled litigation services provider focused on court filing and service of process. Dan has started and run many legal technology ventures and has a passion for marketing, branding, business development, sales, and growth.

Connect with Dan Lear:

Website: https://www.infotrack.com/

LinkedIn: https://www.linkedin.com/in/danlear/ & https://www.linkedin.com/company/infotrack-us/

Connect with Steve Fretzin:

LinkedIn: Steve Fretzin

Twitter: @stevefretzin

Instagram: @fretzinsteve

Facebook: Fretzin, Inc.

Website: Fretzin.com

Email: Steve@Fretzin.com

Book: Legal Business Development Isn't Rocket Science and more!

YouTube: Steve Fretzin

Call Steve directly at 847-602-6911

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Gavin Sharpe discuss:

• The role of emotional intelligence and mindset in personal and professional growth
• Challenges and misconceptions around business development for lawyers
• The importance of authenticity and strategic networking in rainmaking
• Personal evolution through coaching, self-awareness, and internal firm collaboration

Key Takeaways:

• Many lawyers struggle to grow their book of business, not due to a lack of talent but because of internalized fears, self-imposed pressure to conform to extroverted norms, and a misunderstanding of what rainmaking truly requires.
• Introverted lawyers can excel at business development when they lean into structured systems, authentic communication, and consistent habits that align with their personality rather than trying to emulate traditional sales-driven approaches.
• By breaking down ambitious goals into small, specific, and manageable actions—such as reaching out to just five contacts instead of a daunting hundred—lawyers are far more likely to follow through and build lasting momentum.
• Significant untapped business opportunities often exist within a lawyer’s firm, where cross-disciplinary collaboration and internal networking are overlooked despite their potential to unlock valuable client relationships and referrals.

"The traits that most lawyers share is that instinctively... we’re low in empathy... we’re thin-skinned... we’re not that resilient." — Gavin Sharpe

Unlock the secrets of the industry's top rainmakers with Be That Lawyer: 101 Top Rainmakers’ Secrets to Growing a Successful Law Practice. Grab your ultimate guide to building a thriving law firm now on Amazon: https://www.amazon.com/dp/B0F78HXJHT

Ready to go from good to GOAT in your legal marketing game? Don’t miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org/

Thank you to our Sponsors!

Rankings.io: https://rankings.io/

Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/

About Gavin Sharpe: Gavin Sharpe is a seasoned advisor with nearly 30 years of experience working with global law firms, corporations, and senior leaders. He began his career as a lawyer with Allen & Overy before founding SSQ, a leading international legal search firm. He played a pivotal role in launching the London offices of several U.S. law firms and led some of the most prominent partner and team moves of the decade. After selling his shares in 2010, Gavin retrained as an executive, team, and group coach, as well as a psychotherapist. He specializes in collaborating with international law firms looking to maximize their talent potential. He resides in the French Riviera, in Monaco.

Connect with Gavin Sharpe:

Website: https://www.rivierawellbeing.com/

Email: gavin@rivierawellbeing.com

LinkedIn: https://www.linkedin.com/in/gavinsharpe/

Connect with Steve Fretzin:

LinkedIn: Steve Fretzin

Twitter: @stevefretzin

Instagram: @fretzinsteve

Facebook: Fretzin, Inc.

Website: Fretzin.com

Email: Steve@Fretzin.com

Book: Legal Business Development Isn't Rocket Science and more!

YouTube: Steve Fretzin

Call Steve directly at 847-602-6911

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.