Liz Wendling: The Duelling Banjos of Rainmaking

In this episode, Steve Fretzin and Liz Wendling discuss:

  • Removing your blinders to move forward in business. 
  • The biggest mistakes lawyers make in growing their firm. 
  • Making a difference in the first 30 seconds of an intake call. 
  • The process to make the client confident and comfortable in you. 


Key Takeaways:

  • When you do everything well in a conversation, the close will happen naturally (but, yes, you may still have to ask for it). 
  • There is always selling involved. If you are in business, you need to sell to stay in business. 
  • Gather information and make the conversation about the prospective client and less about you and your firm. 
  • You have to set up the close from the beginning. You can’t expect to hit a perfect hole if you don’t set the tee up correctly at the start.


“If you sound like everyone else, then they make a decision based on the lowest retainer. Differentiation begins in the first few moments of consultation by skipping the superficial crap that people still use. There is a better way and it starts with ‘before we get started.’” —  Liz Wendling


Connect with Liz Wendling:  






Find out more about Liz’s Secret Shopper Offer:


Thank you to our Sponsors!

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Connect with Steve Fretzin:

LinkedIn: Steve Fretzin

Twitter: @stevefretzin

Facebook: Fretzin, Inc.



Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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.