Josh Branch: Building Trust and Rapport with Clients

In this episode, Steve Fretzin and Josh Branch discuss:

  • Building trust with your network, clients, and prospective clients.
  • Developing your relationships and reputation.
  • The importance of preparedness to trust and likeability.
  • Finding natural affinities for helping to build trust.

Key Takeaways:

  • Building a relationship without trust will not lead to successful, healthy places.
  • Sometimes the truth is painful, but trust is built on honesty with everyone you’re talking to.
  • Clients who have trust in their lawyer are more likely to have a great rapport and feel confident in their representation.
  • People can tell when you’re feeding them a line and are not going to follow through. The key to trust is reliability and following through on those things you promise.

“What you’re demonstrating is that you committed to something and you executed on it. There’s a connection that happens when people can really know they can count on you versus just hearing you talk about them counting on you.” —  Josh Branch

Find out more about the 10 Easy-to-Execute Hacks to Unlock Your Full Potential at:

Thank you to our Sponsors!


Get Staffed Up:

Green Cardigan Marketing:

Episode References: 

About Josh Branch: Josh’s interest in law began at the early age of 16 when he began working in a law firm as a high school student. Attending depositions and being inundated with the legal profession at an early age and with an inherent ability to argue succinctly, it was known by many that Josh would become a lawyer from an early age.

Growing up around medical doctors has also proved advantageous for Josh in his legal practice, in that he has learned and become familiar with a person’s physiology, which is continually being applied to his practice of personal injury law in Athens.

He attended undergraduate school at the University of Georgia and went to law school at Florida Coastal School of Law in Jacksonville, Florida.

Josh began his legal career in Pensacola, Florida working at an insurance defense firm, though his passion was always to help individuals rather than corporations. After enduring Hurricane Ivan, he was forced to move from Pensacola and eventually relocated to Athens, Georgia where he is devoted exclusively to pursuing justice for plaintiffs. Dedication to the injured individual’s plight remains his devoted pursuit.

Connect with Josh Branch:  


Phone: 706-850-4994





Connect with Steve Fretzin:

LinkedIn: Steve Fretzin

Twitter: @stevefretzin

Instagram: @fretzinsteve

Facebook: Fretzin, Inc.



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

YouTube: Steve Fretzin

Call Steve directly at 847-602-6911

Show notes by Podcastologist Chelsea Taylor-Sturkie

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


[00:00:00] Steve Fretzin: Hey everybody, if you’re looking to level up as a lawyer, you want to join me and my friend Rachel Steininger, who’s been on the show a couple times. For 10 easy to execute hacks to unlock your full potential, you can sign up on my website fretzin. com slash events and hope to see you there and enjoy the show.

[00:00:20] Narrator: You’re listening to Be That Lawyer, life changing strategies and resources for growing a successful law practice. Each episode, your host, author, and lawyer coach, Steve fretzin, will take a deeper dive helping you grow your law practice in less time with greater results. Now, here’s your host, Steve fretzin.

[00:00:42] Steve Fretzin: Well, hey, everybody. Welcome to the Be That Lawyer podcast. I am thrilled that you’re here with us again today. We are rapidly approaching 400 episodes. Can you believe that, Josh? 400. I mean, that’s like better than 300, right? How’s my, how’s my better than 200 as well? Oh my God. The math, it’s, it’s chilling outta all the lawyers out there that love the math.

[00:01:03] Steve Fretzin: Right? . Do, do lawyers get into, into the law so they don’t have to do the math? Is that what’s going on? 

[00:01:09] Josh Branch: I, I think lawyers, injury lawyers know a third and we percent . 

[00:01:14] Steve Fretzin: They can do that math in their head real fast. Okay. Happened there, ed real fast. . Okay. . I love that. Well, Josh, welcome to the show. Before we get started, I just want to, let everyone know fretzin only does two things. We do them really well. Number one is we take lawyers who appreciate education and want to grow their law practices through, through methodologies that are sales free and that are proven. I go through my main sales free selling program. And learn how to be a rainmaker.

[00:01:38] Steve Fretzin: And that’s number one. Number two is we, we take the rainmakers we create and others that, that have already figured it out and we put them in our rainmaker round table groups. And that’s where you get to hang out with other successful lawyers, share best practices, overcome challenges. You know, whether that’s recruiting, whether that’s operations or anything that’s growth related, we kind of cover.

[00:01:58] Steve Fretzin: So if, if anybody out there is interested in either of those, you can just go to my website and we will set up a time to meet. So Josh, we talked about a a quote of the show. You sent me a paragraph and I said, I’m not going to do it. I’m not going to do a paragraph, so I said, is it okay if I come up with my own quote?

[00:02:14] Steve Fretzin: This is a Fretzen original, by the way, and I want your take on it. 

[00:02:17] Josh Branch: You’re right. Now, at least for the record, when I get on there, the quote I sent you was that Tate Roosevelt, the man and the rape, it’s not the critic who counts, but I do understand that. 

[00:02:24] Steve Fretzin: Okay, well, wait a second. Now you just, you just did something there.

[00:02:28] Steve Fretzin: You took it and you summarized it. That works. The critic that counts. I 

[00:02:31] Josh Branch: still 

[00:02:32] Steve Fretzin: want to hear yours. All right. All right. Maybe we’ll do both. So mine is, I came up with this a while ago when I realized that, you know, there’s a lot of people that say, you know, do what you love and you never work a day in your life.

[00:02:41] Steve Fretzin: And I disagree. There’s a lot of things that I love to do that if I had to do them every day, I’d be miserable. So I said, I said, I came up with, don’t do what you love to do, do what you love to do for others. So what I do is I love, you know, business development and I love coaching and teaching and, and working with others.

[00:02:58] Steve Fretzin: So I’m getting to. Teach others to do what I do every day so that they can be successful. And so that’s where I kind of get my, my juice from is, is really helping others to be successful in growing their law practices. So when you hear that quote, like, what does that, how does that resonate with you? 

[00:03:15] Josh Branch: It really resonates deeply with me, Steve, but number one, because I’m very blessed and fortunate to be in the position to what we do every day and it completely aligns with what you just said, it’s a life mission and don’t get me wrong, like we’re in the, we’re in the midst of right now, preparing for trial, so things are completely upside down and we’re underwater.

[00:03:36] Josh Branch: And it’s let’s see, I worked 6 to 7 hours this last Sunday and not that I’m sitting here complaining again, very fortunate. But at the same time, I know that it’s my clients 1 day and we know that. You know, it’s the proverbial David versus Goliath for every plaintiff, you’re going up against large insurance companies that have bottomless pockets and resources unimaginable.

[00:03:59] Josh Branch: But we also know that we’re going to continue to fight for truth and justice, and each individual deserves that, and they deserve what’s right. And so it’s nice to be able to pick up the mantle and know each day that we’re truly helping others. 

[00:04:13] Steve Fretzin: Yeah. 

[00:04:13] Josh Branch: And we have seen, we’ve seen cases before, and not all cases are the same, but we’ve Where horrific things have happened to individuals, but once they come through on the other side, you turn them out and they have their forever home and their family is financially secure.

[00:04:29] Josh Branch: And yes, there are some things where they wish they could rewind time and never happen. But at the same time, moving forward, because we all have to look through the windshield, not the rear view mirror, that it helps them, helps their family. And it truly is so gratifying to be able to just genuinely help.

[00:04:47] Steve Fretzin: Yeah. Well, I, so I think, yeah, I think we’re on the same page with it. And and I hope everyone listening kind of can take that to heart. How important it is to, to, to be of service and to be valuable for others and what you’re doing every day. And if you’re not feeling that, you know, maybe, maybe take some, some look internally and figure out, Hey, maybe I need to change practice areas, or maybe I need to change careers, or maybe I need to, you know, maybe run the business side of things as opposed to the.

[00:05:11] Steve Fretzin: The legal side of things. I mean, there’s a lot of different options for lawyers to, you know, make changes. So you don’t spend your, your life in feeling unfulfilled. And I think that’s just like we get one shot at this thing, Josh, right? So. 

[00:05:24] Josh Branch: And to jump back in, Steve, on the notion of quotes, and I’m sure I’m going to misquote this and probably attribute it to the wrong person.

[00:05:31] Josh Branch: I can’t remember. It’s like a Picasso phrase, but it was something to the effect of, find that life is about two things. Find out what you do best, and what you do best for God to help him. 

[00:05:43] Steve Fretzin: Mm, there it is. So maybe I did steal my, my quote. No thought. I don’t think so. You just, you just debunk me coming up with that fricking quote.

[00:05:52] Steve Fretzin: No, no, there’s, there’s, there’s enough spin and pop here. . 

[00:05:55] Josh Branch: That’s a Steve Ridge. All right. All right. You got, yeah, definitely down. Yours is a Steve Original. All right. Okay. This is 

[00:06:00] Steve Fretzin: all right. I feel better. I feel better. All right. Hey, everybody, you’re listening to, to my friend Josh branch of the law office, Joshua W.

[00:06:06] Steve Fretzin: Branch. Man, it’s so great. We had such a terrific conversation initially, and I know we’re gonna be really, you know, getting into the weeds today, especially around. Trust and, and, and how to, you know, just do the right thing for others, which is, which is just an incredible and important conversation to have, but give us, give us your Reader’s Digest version on your background and how you came to be and, and I know you started at a very young age in the legal space, so catch us up.

[00:06:32] Josh Branch: Well, thanks, Steve. And again, I appreciate the opportunity with you here today. The thumbnail sketch of me as pertaining to the law was, I think I was 13, 14. I played tons of basketball and one of the avenues that played basketball is at the church. My church student basketball coach happened to be a lawyer and he used to joke around.

[00:06:51] Josh Branch: I said, you argue so damn much, and you know that age, I don’t even realize just who you are. Yeah. And so he said, well, how might you come help out around the office? I essentially came his as he called it, a goer. I’m go for this, so go for that, and. It was a great opportunity. I was sitting in on wrongful death products cases at the age of 15 sitting on depositions and just being immersed in things that at the time I did not know how valuable it was.

[00:07:22] Josh Branch: As time progressed, everybody told me you’re going to be a lawyer, and I guess potentially as a rebellious youth, I was like, no way. And then moving forward, after undergrad, I decided to go to law school. And you know, I’ve been very fortunate. And for almost, almost 10 years now at the law office of Joshua branch, we’ve got primary office here in Athens, but we’ve got offices in Atlanta and the Georgia coast as well.

[00:07:48] Josh Branch: So, and. Again, just very fortunate business continues to grow or continue to able to help others. And I really, really just you know, in life, when you kind of find yourself in your niche, you find your park you know, those people were right all along, but it’s, it’s, 

[00:08:06] Steve Fretzin: it’s upsetting sometimes when they’re right.

[00:08:09] Steve Fretzin: But it’s also reassuring that they, they knew you pretty well at the time. 

[00:08:13] Josh Branch: Well, and it’s one of those things too, I don’t know if this is the same for you, Steve, but you know, it’s, the older you get, the more and more you’re like, are my parents right? You know, and yeah, it’s where it’s like, you know, those earlier days you wanted to rebel against it and you get older and you’re like, yeah, they knew exactly what they were talking about.

[00:08:29] Steve Fretzin: Yeah, my dad knew right away I wasn’t going to be a lawyer, so he was right.But, but he was thrilled to hear that I’m working, I’ve been working with lawyers for 16 years and that I’ve made the industry sort of my home. And I love it. I love working with lawyers. I love talking the law. I listened to legal shows.

[00:08:45] Steve Fretzin: I’m more interested in, you know, watching, not law and order, but, you know, like anything that deals with the court court rooms and stuff like that. It’s, I just intriguing to me and everything going on politically and then the juice judicial system. We won’t get into that, but always very, very, just the most interesting time to kind of be alive and.

[00:09:02] Steve Fretzin: Observing what’s going on legally, but yeah, so one of the things I wanted to talk to you about was, there’s a lot of, you know, conversations I have on this show about growing the law practice, right? And we talk marketing and we talk business development and we talk all these things. One thing that we don’t talk enough about is building trust.

[00:09:21] Steve Fretzin: And so I wanted to start off with what’s the, if you don’t build trust with your network, if you don’t build trust with your, with your prospective clients and clients, what’s the downside. I mean, you can just sell them the soup of the day or sell them the K, you know, get them to sign up with you. But how do we play that out with the difference between trust and no trust?

[00:09:40] Josh Branch: Frankly, Steve, I couldn’t imagine to develop any relationship with a lack of trust. I guess there’s some out there who do it. And so where that would lead, I honestly have no idea. I don’t think it would be fruitful. I don’t think it would be genuine. I don’t think it would be real, but I don’t know where that would lead.

[00:10:00] Josh Branch: I don’t think it would lead to the right places. But the flip side of that, I do think when you do have an earnest heart and you do build things on trust and on honesty. And the truth, and sometimes the truth is pain, and sometimes the truth has a sting to it. But I think whether you’re dealing with clients, legislators, whomever, defense attorneys, you’re gonna develop a reputation for yourself in a couple different ways.

[00:10:34] Josh Branch: You’re gonna either be a truth teller, or Or potentially people look at you as a shady son of a bitch, you know, and we all want to fall into one camp with us a truth teller and we’re all human and we make mistakes, but I think things be equal across the board. 

[00:10:52] Steve Fretzin: Let me, let me ask the question, but let me ask the question different way.

[00:10:54] Steve Fretzin: Cause I think I, I, maybe I didn’t, I didn’t phrase it properly. There, are there lawyers who struggle with building trust? And if so, why? 

[00:11:02] Josh Branch: That’s a great question. I don’t know of any particular lawyers I have seen or deal with on this side of the beat. That I know personally. I’ve seen some things from a distance of lawyers, but I do not know personally that I kind of have a head scratching idea towards whether it be their marketing or whether it be What you hear about their name and the community, and I’m sure defense lawyers like to say, and there’s a couple of defense lawyers that come to mind that were named nameless that don’t always live up to their word.

[00:11:33] Steve Fretzin: Yeah. 

[00:11:33] Josh Branch: And I think that that type of thing just catches up with you, and you start getting painted with that. And so it’s the last thing any of us would ever want is to be someone you can’t trust. 

[00:11:44] Steve Fretzin: But I think trust, trust can be developed, and trust can be earned. And sometimes it can’t be earned until you, you know, engage somebody, but there are moments when someone’s in your office and they’re looking to you for advice.

[00:11:58] Steve Fretzin: They’re looking for you to represent them potentially, and they’ve got to trust you and trust that you’re the expert or trust that you’re the, you know, the top of the heap that’s going to help get them over the finish line. And how is that, how is that trust established before they actually know how great you are?

[00:12:15] Josh Branch: It’s a great question. And I think to even harken back to what you said, Steve, I think that that, what you said moments ago about trust is earned. And so when a client comes in, sits down in my office and we start discussing what’s going on. Am I able to completely earn all of their trust in that 1 meeting?

[00:12:38] Josh Branch: I don’t think so, but I do think that from their research and deciding to sit down and give me the opportunity to represent them, I do think we, all those people have innate sense. Picking up on who somebody is in a short amount of time. And I think part of that has to do with someone’s grasping. I think there is a bit of a visceral feeling to that as well.

[00:13:07] Josh Branch: You can kind of pick up on it. Is this person feeding me lines of BS right now? Is this person going in and putting on a salesman act and walking through the motions? Or does this person genuinely want to cater? Is this person taking interest? Is this person either railroading me over with talking about his or her accolades, why they’re the best?

[00:13:28] Josh Branch: Or is this person sitting back as a thoughtful human being and taking an interest in my human story? 

[00:13:36] Steve Fretzin: Yeah. 

[00:13:36] Josh Branch: Even though we know that the person I’m sitting across from is a lawyer who can help me. And at least that’s my approach. I try to be as open and honest and candid with clients. Which I do what I want to do.

[00:13:48] Josh Branch: But I 

[00:13:49] Steve Fretzin: think, but I think Josh, you said something that’s so critical. And I am, I’m not saying that I’m teaching trust as a skill. But there’s a lot that goes into how trust is developed. And if you’ve got two options of how to approach a new prospective client. One of them is to walk in and, Pitch and sell and convince and those, you know, those words that, you know, salespeople use.

[00:14:12] Steve Fretzin: And then there’s another one where you go in and you ask and you listen and you demonstrate empathy, you repeat back what people say to demonstrate your listening. And those are skills though, there’s a lot of lawyers that just want to go in and solve and sell and tell. I think the smart ones are the ones that are going to focus on the likability and the trust and the listening to ensure that they’re, they’re, they’re making the meeting about the other person, not about themselves.

[00:14:38] Josh Branch: I’m with you a hundred percent. And I think also too, people know that people pick up on that. I think people appreciate, even if part of that conversation can’t tell you how many times in a part of an initial consultation with a client, they’ll have to tell them something that they don’t want to hear.

[00:15:00] Josh Branch: But I also tell them right after that, like, I’m going to tell you the truth. I know you might not want to hear this, but this is what I think on this. Now, these other things, I think you might like what I have to say better. But I think everybody deserves to hear the truth and part of it to looking back on it.

[00:15:18] Josh Branch: I think that is a trust builder because if you go ahead and just dangle the carrot and tell people what they want to hear completely, you might unnerve them to whatever at that point in time. But you know, like I know when we have clients, we tried a case last December, I think from the day of the incident until the day of the verdict was close to six years.

[00:15:43] Josh Branch: So you’re going to be, it’s a long, it’s a long road. Yeah, and it’s not always that long, but at the same time too, you want to make sure that your champion, the lawyer you choose is somebody that you trust, that you know has the acumen and that you can sit down and talk to like a real person. And I think that’s important.

[00:16:05] Steve Fretzin: No, totally, totally agree with that. Here’s everything you need to know about lawmatics. Ready? They are the number one law firm automation platform in legal. They help law firms win new business, speed up intake, and boost efficiency. They integrate smoothly with your favorite practice management tools like Clio, Smokeball, and Practice Panther.

[00:16:23] Steve Fretzin: And get this, on average, Lawmatics users get 25 percent more clients, save six hours a week, and grow their revenue by at least 25 percent. Curious? I think so. Give Lawmatics a try with a 10 percent discount by going to lawmatics. com. That’s Lawmatics, L A W M A T I C S dot com slash be that lawyer.

[00:16:50] Steve Fretzin: As you all know, finding amazing employees can be the toughest job for any law firm leader. You deserve to run the law firm you’ve always dreamed of, but you can’t get there without a great team. To get staffed up, they will help you by staffing your law firm with incredible full time, offshore executive assistance, legal assistance, marketing assistance, and much more.

[00:17:09] Steve Fretzin: The best part? They will find you a highly qualified English speaking VA based in Latin America for only a fraction of the cost locally. At fretzin, we use Get Staffed Up for Marketing Person and you know how good our marketing is. Learn more at GetStaffedUp. com slash BeThatLawyer. 

[00:17:28] Green Cardigan Marketing: Law firm owners, are you tired of relying on referrals to grow your law firm?

[00:17:32] Green Cardigan Marketing: Have you been burned by marketing agencies who do not understand the legal industry? Hey, my name is Ashley and I’m the owner of Green Cardigan Marketing. We help law firms just like yours grow through marketing strategies that work. We track measurable data to make our decisions. We monitor your market, your competitors, and your online footprint.

[00:17:52] Green Cardigan Marketing: To schedule a call with me today to see if we can help your law firm. Visit us at greencardianmarketing. com. 

[00:18:00] Steve Fretzin: You know, the difference between selling and, and asking and listening to comes back to a word that people will immediately understand when I talk about it is belief. If, if I tell you I’m the best, you know, you’ve got to sort of take my word for it, but if I ask the right questions and.

[00:18:20] Steve Fretzin: And walk you through the pain and walk you through everything and ask a lot, a lot of good questions that demonstrates my expertise through the questioning, not through me selling or, or accolades, like you said I think the belief in the trust goes up, but also the belief that I’m the right fit. 

[00:18:39] Josh Branch: I agree.

[00:18:40] Josh Branch: I think what you are discussing is also a trial principle in the notion of don’t always tell juries exactly like you need to know that. Let them come to their own conclusion. Give them enough information to inform them and let them develop their own conclusions. Because also that’s in power and if it’s done genuinely, as you know, I think it also helps build trust.

[00:19:04] Steve Fretzin: So what’s the leverage you get when, when a client trusts you versus one that maybe isn’t fully bought in? What’s the leverage? What’s not leverage? That’s a terrible word, but what’s the, the benefit of that trust in running a case and, and, And working at the way you want to work it, 

[00:19:22] Josh Branch: I don’t know if leverage or benefit would be words that I would use so much as to me, it helps fuel my fire when I know that I have somebody that trusts me and depends on me, you know, one of the.

[00:19:38] Josh Branch: Phrases around the firm here is that we will not be outworked. We will work harder than any other lawyer, any other firm. We’re going to put in more hours, more due diligence, more research, because there’s thousands of lawyers that people can choose. And when you’re blessed and fortunate enough for them to choose you, you want to make sure they know they made the right choice.

[00:20:02] Josh Branch: And also too, Me personally, I’m so self critical if I don’t do everything I can within my power to ensure that they have the best benefit possible or best outcome possible, I’m gonna have a hard time going to sleep at night. And so, you know, it’s one of those things to where their trust, their belief in you to me, shovels that coal inside the engine just to keep the track going and just keep it going really, really strong.

[00:20:30] Josh Branch: Now, some clients that you mentioned that you feel like might not have. That same level of trust or belief, and this might sound odd, but clients who we’ve had that have made it to litigation and or trial, I can’t think of any one client that did not feel that we had a great rapport when the case was solved, and I think that just has to lend itself back to what we were talking about, about building trust, spending time together, that there’s these little micro instances to where they would be like, Okay, Josh said he was going to do this.

[00:21:06] Josh Branch: Josh said he was going to do that. And as time progressed, I can go back and they’re going to be like, okay, he said he was going to do it and he did. And so I don’t know if that directly answers your question. 

[00:21:18] Steve Fretzin: Well, I think it’s what you’re showing, what you’re demonstrating is that you, you committed to something and you executed on it, right?

[00:21:24] Steve Fretzin: And when they can, when you can show that you’re reliable and that when you say something and you do it, that that’s a trust building exercise that can’t be. Given, you know, without, with, with just words, like there’s, there’s, there’s a, there’s a connection that happens when people can really know they can count on you versus just hearing you talk about them counting on you.

[00:21:48] Josh Branch: Yeah, it’s, you know, the words without action, you know, it’s, doesn’t mean anything, but when they align together and they align with the passion to help people, they’re on the right track. 

[00:22:02] Steve Fretzin: Well, let’s, let’s turn it around a little bit too. I mean, there’s trust that’s built within the. The prospective client and client world.

[00:22:09] Steve Fretzin: There’s also trust that needs to be provided within your referral partners. I mean, the people that are referring you, I’m a corporate attorney or I’m a litigator and, and I don’t do any PI and I need someone I can count on and trust that I’m going to send a friend to, or I’m going to send. You know, a client to or whatever, and you want to be thought of as that, that lawyer, be that lawyer, right?

[00:22:33] Steve Fretzin: So yeah, yeah, there we go. And that’s what it’s all about. Are you that lawyer? The one that everyone trusts, the one that everyone knows is going to get the job done the right way. So talk to me, talk a little bit about what you need to do to build trust within The legal and the consultative strategic partner world as well.

[00:22:52] Josh Branch: I tell you, Steve, I think the principles remain the same. The trust is not given trust is heard getting out there and meeting people. I think also to let’s be real, just if you’re an affable, you know, Easygoing person where people like to be around, that’s going to open a lot of doors. Then I think at that point in time, too, if you’re meeting people and whether it’s the corporate attorney you mentioned who wants to refer a personal injury client.

[00:23:19] Josh Branch: If you get to know that corporate attorney, that corporate attorney knows you to a personal degree, but also knows your professional acumen and also knows that you’re trustworthy. And they know that because over time you’ve earned that. And you’ve earned it, not necessarily. In the legal context, but there’s also different ways of going about, Hey, you know, corporate attorney had called a year ago.

[00:23:45] Josh Branch: Would you mind helping out with this charity of that or boys and girls club or Habitat, whatever the case might be, and you say, yeah, and the next thing you know, you do show up and you do donate your time. You do know that and, you know, these types of things I think as we’re talking about, I think it’s not a given it’s an iron type of situation.

[00:24:06] Steve Fretzin: You know, let me, let me just bring up a couple other points though, Josh, there’s, there are things that I teach lawyers not to be, it’s absolutely not a bad idea to make trust and, and likeability a skill. And I know that you need to earn trust and all that, but there are things you can do that will help advance it along.

[00:24:27] Steve Fretzin: And I’m just going to give you two or three things to run by you that I want to get your take on. Number one is preparedness. If I walk into a meeting with someone and they’ve looked at my website, they’ve read a book, they’ve done their research on me, I’m much more likely to like them and trust them than someone that comes in and says, why are we meeting?

[00:24:46] Steve Fretzin: So I’m just thinking ahead that if there’s, I know in personal injury, that’s a little tricky. You could stalk them on Facebook or check out if they are even on LinkedIn. It’s different when maybe you’re in the corporate world dealing or dealing with other lawyers, for example. I think just preparedness for the meeting.

[00:25:00] Steve Fretzin: Helps to, to helps to kind of bridge that likability and trust gap that may exist when someone has their sort of their antenna up or their wall built between you and, and the lawyer, you and a sales, what they believe to be a salesperson, et cetera. So I mean, thoughts on that, 

[00:25:17] Josh Branch: on the preparation. I do. I think initially when I told you that we would outwork everybody, I stand by that, but I do think being prepared organization is so important.

[00:25:28] Josh Branch: Being prepared is so important. And honestly, with even an injury case, there’s many times, too, where there’s news articles out there, and you can find through news articles before you even meet with that perspective. Yeah. That you’ve already found a couple of news articles that have ID’d some witnesses, and those witnesses aren’t even listed elsewhere, where you can be ahead of the curve.

[00:25:50] Josh Branch: And I do completely agree with what you said, that the preparedness does help bridge towards the trust and likability. Yeah. I think that’s a nice way of breaking it down. 

[00:26:01] Steve Fretzin: The other one that I was going to bring up to you was trying to find natural affinities. You know, I’m I’m an REM fan, the, from Athens, Georgia, you’re let’s say an REM fan from Athens, Georgia.

[00:26:12] Steve Fretzin: And we start talking about our favorite, you know, album murmur. And we’re talking about our, you know, and you’re telling me stories about, you know, the band. And I, I’m just a huge fan from the eighties. I mean, I’m that old. So, and that connects us, right. When we can connect. On family or pets or bands or sports is that I think that’s a that’s a trust building exercise as well that most people sort of hey whether I was the weather down there or hey you got a michael jordan jersey and okay I get that like that’s one way to go another is to take this to try to find some connection that where you can.

[00:26:49] Steve Fretzin: You know, feel the same way about something and kind of get on the same team 

[00:26:53] Josh Branch: and don’t like to continue to agree with you, Steve, but when 

[00:26:57] Steve Fretzin: you’re that, but when I, when you’re that, right, you got to go with it, you know, whatever you want someone that I’ll talk, I’ll bring my teenager and he’ll disagree with me about everything.

[00:27:06] Steve Fretzin: If you, if we need that, we need that sidebar, 

[00:27:09] Josh Branch: the caveat, I would say on having common affinities. We’re helping develop that needs to be, I think it needs to be, I think that again, people in general have, I’m just going to say it like a bullshit meter and they can go ahead and detect that. And I think we all have that innately.

[00:27:32] Josh Branch: I think it’s a good thing that we do have, because I do think when you’re speaking to somebody, I know you and I spoke in the past about the murder album and some of this and Africans, Michael Shannon coming up with the band, getting on stage. But. What I was speaking to you then as I’m speaking to you now, you know, to me, it’s felt like you and I, our discourse was raging.

[00:27:51] Josh Branch: And I think that that’s the only caveat I would add is that, heck yeah, you find some commonalities, some common affinities for things. It’s a heck of a lot more interesting. Yeah. Yeah. I hear it’s going to rain this afternoon. Yeah. Have your umbrella. Yeah. Yeah. Of course, there’s no doubt about it. But I do think the caveat on that is.

[00:28:13] Josh Branch: Authenticity 

[00:28:14] Steve Fretzin: absolute yeah all day long really cool my guess is if we wanted to go beyond a half an hour and take a full hour we could we could have no issue doing that but we are going to keep it to the time let’s get to your game changing book or podcast and this is one that i listened to for a while and i kind of gave up on it and i’ll tell you why in a minute but you like the show smartless 

[00:28:35] Josh Branch: i do like that podcast 

[00:28:36] Steve Fretzin: yeah it’s pretty fun pretty funny.

[00:28:38] Josh Branch: It’s hilarious. And there’s such levity to it. It’s a nice way to, you know, very fortunate again that this Business is going great. Love to help others. Yeah. There’s certain gravity to it with two. You deal with a lot of like serious situations and seriousness. It’s a nice little comic for free. 

[00:28:56] Steve Fretzin: Yeah, I was going to say the only thing I don’t like about like they have these amazing guests and then they sit and like gloat on the guests for like a little too long.

[00:29:04] Steve Fretzin: Like, you know, it’s great to meet, you know, this famous actress, but like, you know, move, like get into it and then move on. Like, they just seem like they spent too much time. Yeah. Ask us and which I get you’re meeting like some of the top people in the world and certain areas, but. No, that kind of bugged me, but, but it’s, it is a funny show.

[00:29:21] Steve Fretzin: And I think they also did some videos, some some stuff on, on streaming. I don’t know what that was, but like they took it on the road or something like that. 

[00:29:29] Josh Branch: Yeah. So I think it’s max now. I saw that. 

[00:29:31] Steve Fretzin: It’s a max. It’s 

[00:29:33] Josh Branch: pretty good. 

[00:29:34] Steve Fretzin: All right. Well, listen, Josh, should we wrap up? Got to thank our wonderful sponsors.

[00:29:38] Steve Fretzin: We’ve got Laumatics who I met with today and they’re helping to continue to automate all of my All of my you know, audiences so that I can stay in touch with people more effectively than I currently am. I’ve got, of course, great Cardigan marketing, rocking out my website and helping me on the marketing side and get staffed up, helping me you know, With all my back end marketing stuff throughout.

[00:30:00] Steve Fretzin: Guadalajara, Mexico, Chris, shout out to Chris, who’s my, my new guy and helping me with that. Joshua, people want to get in touch with you. They want to hear more about your firm. They want to talk more about trust with you. What’s the, what’s the best way for them to reach you? 

[00:30:14] Josh Branch: If 

[00:30:14] they want 

[00:30:15] Josh Branch: to they can always, you know, if they want to check out our website, it’s the georgia injury attorney.

[00:30:20] Josh Branch: com there’s forms on there. The office number two, if anybody wants to call in, feel free anytime at seven of six, eight five zero four nine nine four. I try to be as accessible as I can be and love talking to people and obviously love helping and that’s what we’re here for people who’ve been seriously injured and God forbid lost a loved one due to the actions of someone else, some corporation we’re here for them, but yeah, the Georgia injury attorney.

[00:30:50] Josh Branch: com we’ll give them everything they need. And I can’t say thanks enough, Steve. I do feel like. Yeah, I glanced over and I was like, I know we had a 30 minutes, but I was like, this has to be five to 10 I knew we’re past our time. 

[00:31:02] Steve Fretzin: No, it’s, it’s that’s, that’s, that’s how, you know, it was a good, it was a good interview and a good conversation is you look up at the clock and go, did that just, was that just 30 minutes?

[00:31:11] Steve Fretzin: Yeah, it was 30 minutes. Yeah. 

[00:31:13] Josh Branch: Did it feel that way to you too? 

[00:31:14] Steve Fretzin: Oh yeah, exactly. It felt exactly the same way. Yeah. And I kept looking, I’m like, I have like a few more questions to ask and I can’t get to them now cause I’m. Trying to be conscientious about my audience in their 30 minutes, but, you know, I think you and I can, you know, maybe do this again down the road and I think you and I can keep in touch and and I just appreciate you being on the show and sharing your wisdom and, and, and, and the importance of trust in a relationship and, and, and being a lawyer, it’s, I don’t think there’s anything that’s more important.

[00:31:41] Josh Branch: Well, I can’t say thanks enough for the opportunity. I really do appreciate it. And, or I told some friends and family and, you know, even before I’m going to be, I was like, check out, you know, 

[00:31:50] Steve Fretzin: Laura, 

[00:31:51] Josh Branch: you 

[00:31:53] Steve Fretzin: know, we, we were just rated as one of the top lawyer podcasts. Not that there’s millions of them, but we were, we were just, I don’t know even know where we’re rated, but I was excited about that.

[00:32:02] Steve Fretzin: So the way that, that Josh is telling, like mentioning my podcast to other people, Hey, you’re listening, if you, if you enjoy the show and you’re getting value every single week, twice a week, and you, you’re not telling other lawyers about it, well, for shame, shame on you, I say you know, spread the word, what are you doing?

[00:32:17] Steve Fretzin: Keeping this secret to yourself? You know, we, we have some fun, Josh, man. I appreciate you. I appreciate you being on the show and, and And everybody, listen, just just keep being that lawyer, someone who’s confident, organized, and a skilled rainmaker. Thanks, everybody. Take care. Be safe. Be well. We’ll talk again real soon.

[00:32:37] Narrator: Thanks for listening to Be That Lawyer, life changing strategies and resources for growing a successful law practice. Visit Steve’s website, fretzin. com, for additional information and to stay up to date on the latest legal business development and marketing trends.