In this episode, Steve Fretzin and Sharon Christie discuss:
- Getting a coach so you aren’t reinventing the wheel.
- The four things you need to get right in your law firm.
- Being strategic when you are changing your practice of law.
- Running your business, not letting your business run you.
- There are ways to say no that lead to more referral work from the very same people you say no to.
- Very first, you have to get your head on straight with the fact that you are running a business, then you need to understand exactly who your client avatar is and every aspect of that client.
- Understand the aspects of your business that you need to be doing, and what can be done by someone else.
- By meeting your own needs, you will be able to meet your client’s needs.
“The first thing you have to get straight in your head is that this is a business, just like any other service business. We have different professional rules, but we are service based and you have to look at it that way in order to be successful.” — Sharon Christie
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Call Steve directly at 847-602-6911
Book Reference: You are the Brand by Mike Kim https://www.amazon.com/You-Are-Brand-Profitable-Personally/dp/1631953478
Show notes by Podcastologist Chelsea Taylor-Sturkie
Audio production by Turnkey Podcast Productions. You’re the expert. Your podcast will prove it.
lawyers, clients, people, business, practice, law, book, area, helping, processes, sharon, listening, women, point, gc, marketing, hear, steve, touch, challenges
Narrator, Steve Fretzin, Sharon Christie
Sharon Christie [00:00]
This is a business just like any other service business, we have different professional roles. But we are service based and you have to look at it that way in order to be successful. And when you are looking at things that way you start looking at what’s my client’s journey, as opposed to, they’re coming to me, I’m the expert, and their experience with me is not the most important thing. The outcome is the most important thing that’s not true. It really is their journey with you.
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.
Steve Fretzin [00:58]
Hey, everybody, welcome to be that lawyer. I hope you’re having a wonderful day. Listen, it is time to consider that you’re feeling a little stuck. You might be feeling a little alone. You might be feeling like there’s so much work on your plate that your head’s about to explode. And that’s all normal stuff. The question is, how do you get out of it? How do you start working your way towards better balance? How do you start working your way towards getting your own clients, which creates better balance? How do you choose your clients? How do you make sure that your law practice is not only a job but a career and something that you enjoy every day? Well, that’s what this show is all about, as you know. And if you’ve been listening, then you’ve been you’ve been hopefully getting some great value from the time that you’ve invested in, in in the show that that we put on every every week, twice a week right now. And today is no different. I’ve got a terrific guest for you today. She’s the founder and CEO of bold women lawyers. It’s Sharon Christy Sharon, how’s it going?
Sharon Christie [01:56]
Hey, good morning, Steve. It’s going great. How are you doing?
Steve Fretzin [01:59]
I’m doing all right. Doing all right. My son missed the bus for the third day in a row. So you know, we’re, it’s today actually, he today he actually woke up on time or not on time. But he woke up with time to get to the bus, and then still walked out the door and missed the bus and then expected me to drive him. I go I’m not driving you get your bike man who fit this? Figure it out? Yeah, tough little tough love. Right? We need tough love your children. And we need tough love with lawyers, right? We do. Indeed. Absolutely. So give us give us your journey and in, in how you you know, I know you’re a lawyer, and you’ve been practicing, you’re practicing now for many years. And on top of that, you started this business to help us solo women to broaden their business, their practices and everything. So give us give us your background. Sure.
Sharon Christie [02:45]
Well, actually, before I was a lawyer, I was a nurse. So I did that for a few years, then I went to law school, practiced in a in a big firm or what at the time was considered a big firm for a number of years. It was wonderful training moved on from there, though to do because I was doing defense work. So honestly, my heart was really more on the other side with plaintiffs and personal injury and med mal. So I went to small firms, because typically, plaintiff’s personal injury firms are smaller. And for a number of years practice doing all plaintiff’s personal injury. And then for there were foreign lawyers, we were all great friends, we set up our own business, our own law firm, had a lot of fun doing that. But for a whole host of personal reasons, we all decided to go in, in different directions. But it was a very, you know, friendly, amicable divorce. And at that point, I thought, well, you know, you could either join up with another firm, or this is your chance to go out on your own. And that’s what I decided to do. And at about that same time, I had grown sort of increasingly dissatisfied, I guess with with the work I was doing, I was really looking for a different area of practice. So a lot of things came together. At the same time, I had a good friend who did all disability work and needed help with the Al j, the administrative law judge hearings, and asked me to help with that. And that’s how I got my foot in the door, doing social security disability work, set up my own practice, for more than 15 years did nothing but disability work, and loved it. But again, I reached a point in my life where I said, I’m ready for a new challenge. And I realized that I had made every mistake in the book, setting up and running my own firm and I was very fortunate that I found some good mentors and coaches along the way. And I realized that that was what I wanted to do particularly for women and saw up practice, because we have some issues that perhaps you guys don’t. And we, we deal with problems in a different way. So that’s where I am now I went out, and I’m on my that’s what I’m doing now.
Steve Fretzin [05:15]
And it’s interesting, Sharon, because I don’t hear many success stories where someone said, you know, through sheer force and effort and hard work, you know, I was, you know, I figured it out. I mean, usually they make some mistakes, I made mistakes, you make mistakes, but at the end of the day, it’s like, why not hire someone that has the answers or hire someone that can can bring out the best in you. And people don’t realize that top executives, CEOs, athletes, chefs, anyone that’s excellent in their profession, always has a mentor always has a coach always has a trainer. It’s rare that someone figures it out and actually excels without any help from anyone at all.
Sharon Christie [05:52]
That is such an excellent point. And I think part of the issue for lawyers has for long time been the type of personalities that are drawn to law are the type of personalities that say, I can do it, I can figure it out. I’m going to dig in. And I’m going to do this on my own. And but you’re absolutely right, when you step back, particularly in the sports arena, because I love sports. And you look at these elite, top notch best in the world athletes, they all have coaches, and they all you know, are constantly practicing what they’re doing. So, you know, lawyers need to take a lesson from that, because there’s plenty of help out there to help you not reinvent the wheel.
Steve Fretzin [06:36]
Yeah, I mean, a lot of stubbornness. And I fortunately, I think the people listening to the show aren’t the stubborn people. I think they’re the more open minded or they wouldn’t be listening at all to this show. But but it really it really, I mean, listen, I’ve got my own story, I’m not gonna get into the details. But it definitely involves multiple coaches that I, I just am not able to see even now, like, I just heard a podcast where someone was talking about personal branding. And I was so taken by this author and taken by the things he was saying, and how tactical and actionable he made, I went in, I bought his book right on the spot. I mean, I didn’t wait 30 seconds, I went on Amazon, grab the book, I want this book, and I’m gonna try to get in touch with the author and you know, have a conversation with the guy. But it’s, this is this is what we need to do to get ahead, it’s to learn the things we don’t know, and to get inspired and to get our act together. Because there’s just so many distractions, and so much work to do, and so many, you know, family obligations, and all the things that pop up, we’ve got to get organized. So I’m so excited that you, you know, figured some of these things out. So then as far as working with women in law, what exactly are you doing for them? What are you seeing that they’re having challenges with, like you had early on? And then what are you actually helping them with?
Sharon Christie [07:57]
Sure. Well, you know, I break it down into into really four things that you have to get right. And this is where the challenges are. And the first thing you have to make sure is that you are actually in the right practice. I have talked to so many and I don’t think this just women, but so many women lawyers who I ended up you know, doing doing family law, I ended up doing trusts and estates, I ended up doing, you know, personal injury litigation, whatever it might be, because well that that Job was available, or my family had this law practice, and I just stepped in. And for training purposes, I get it. But you really have to make sure number one, is this the practice that’s really fulfilling my needs, not just in terms of financial needs, but in terms of, Am I satisfied doing this work? Do I enjoy it. So that’s you have to look at your practice, then you have to look at the clients and and we are challenged, women are challenged by that. That thought, in, in particularly in solo practice, oh, if I turn this client away, there’s not going to be another client, where’s the next client coming from? And you really have to be very, very clear on who is the client, that is the best for you and your practice that you want to work with, that you work with? Well, and that you want to attract to your practice. And you have to learn to be able to say no, to the people that are not good fits. And there’s ways to do that. And I’ve talked I’ve put a video out about this. There’s ways to say no, that have resulted in me getting referrals from the people I’ve said no to for other people that they think would be a better fit. So there’s plenty of ways to do that. But women tend to be have the personalities of oh, I want to help. I want to help everybody. Well, you know the reality of this business If you can’t help everybody, there’s going to be a certain segment of clients that are good for you perfect for you, that’s who you want. And you can help other people by sending them in a different direction. But just because they knock on your door, they send you an email, they text you, however they contact you, just because they’ve made the contact. That doesn’t mean you take that case. And a lot of women get caught in that trap. So I work a lot on helping women get over that hump. And then once you get those first two things, right, you’ve got to get the right message for your practice. What is the message you want to be sending out to these clients? How do you help them? How are you different from everybody else out there. And then of course, you have to have the right processes in place. And that’s across the board the processes, not just for working a case. I mean, that’s a case management system, or, you know, some tool of that nature. But that’s just the beginning, you have to have the right financial process processes, you have to have the right processes for staff for onboarding, you know, for evaluating etc, etc. So, yeah, those are the four general areas that I work with clients
Steve Fretzin [11:14]
- Yeah, and it’s interesting, because these are four areas that most lawyers don’t really think about. They just they just go along with the day they go along with the week in the year, and then 510 years later, they’re still, you know, in the wrong practice with the wrong clients without any messaging and no process.
Sharon Christie [11:32]
Right? That’s exactly right. That’s exactly and you’re just going along to go along. And, and there’s a such a better way, that we’ll set up a practice a business, that, like I said, it meets your needs, both personally and professionally, and meets the needs of all of your clients, and you’ll do a great job, you’ll be much happier. I mean, I think that’s one of the across the board again, with lawyers. It’s it’s not the happiest of professions, when you look at the surveys that are done. And, you know, the lawyers like what they’re doing. And there’s surprisingly high percentages, I think of people that don’t like what they’re doing or not happy in, in the law business, and many who are looking to get out? Well, I think it’s a shame.
Steve Fretzin [12:23]
Yeah, it’s a shame. And it’s also I think, scary if you’re in a state planning, and you really don’t know or think that that’s the right thing for you that you’re better off. In some, you know, a cannabis law, you’re better off in some other you know, something that you could really get passionate about, or that you would enjoy more, maybe it’s more interaction with businesses versus versus individual consumers, etc. And to change to make that shift, or that change is very, very tough, especially if you’re 510 years in or more, and you’re kind of realizing it at that point. So you would be sort of instrumental to helping someone flip that switch and start making the progress in the in the right direction, right?
Sharon Christie [13:02]
Oh, there’s no question of that. Yes, because I’ve done this many times. And it is very doable. It is very, but you have to do it the right way. And I’ll tell you for myself, I almost made a big mistake doing it the wrong way. So when I, on the personal injury side just felt like, as a friend of mine said, if I have to answer one more interrogatory I’m going to tear my hair out and sort of reach that point. Yeah. And someone I know, very, very good professional colleague, suggested I should look at and get into trusts and estates, like, oh, yeah, that’s what I’m gonna do. Okay. Now, I was smart enough to say, Okay, I need a CLE. I need. I don’t know anything about this area of law. And so I better get myself, you know, up to speed on it. And I actually enrolled in one of the local law schools to audit one of their courses. And about three weeks into it. We started talking about all the tax law implications of trusts and estates. And you know, that was, I think that was the last class I went to, I ran screaming, going, Oh, my gosh, I hate X. I’ve always hated it. I’m not getting anywhere near this area of practice. I never even thought that it would involve tax law. So you know, you have to be strategic and smart about it. But you can absolutely make that change. And build up a great practice in a new area, which is exactly what I did. And it can be done so definitely. I work with clients to help them a see that as their own vision and their own future and then help them achieve it.
Steve Fretzin [14:50]
Yeah, and I love what you do. It’s very different than what I do. I mean, I’m helping people with messaging to a degree. I’m not like a branding expert, although I’ve come up with some pretty cool names. As for law firms or directions for people to go, but again, I’m really working on on, you know, once you’ve got your practice set, and you’ve got, you know, I can help with targeting clients, but but really, it’s more about process to go out and do business development effectively. So networking, getting in front of a client walking that buyer through a buying decision, and all of that, and how much how much of of the work that you do revolves around helping someone set up to be sustainable versus, you know, dramatic growth.
Sharon Christie [15:32]
I think my focus is getting set up to be sustainable. Number one. And then once you get there, you know, when you say dramatic growth, I, you know, I’m looking at sustain systems processes, and the the messaging that will bring the growth, but but my, my real focus, I think, is on the sustainability. So I know, you and I know, you’re moving,
Steve Fretzin [16:05]
I’m sorry, you’re interrupting. So I but I also know that you that one thing I saw on your website is a solo success guide. Are there some things that you can share in the solo success guide that because you’re offering that for free? Right? That’s like a yes and upload, downloadable, whatever it is. thing. So what are what are if somebody wants to get that, obviously go to your website, but just give a Reader’s Digest version of like, what are, you know, three or four of the things that you share in that success guide that people could learn from right now just listening to this show?
Sharon Christie [16:36]
Sure. So so it, there are three pillars that you have got to build your law firm on your mindset, your marketing, and your management, and they all cover a large number of topics for sure. But just in the when, you know, mindset, we hear about mindset a lot, but that’s really working on, I am a business person running a business, as opposed to well, I’m a lawyer, I’m a professional, and people are going to come to me because I’m a professional, you can’t approach it that way. So the first thing you have to get straight in your head is just that idea. This is a business just like any other service business, we have different professional roles, but we are service based, and you have to look at it that way, in order to be successful. And when you are looking at things that way, you start looking at what’s my client’s journey, as opposed to they’re coming to me, I’m the expert, and their experience with me is not the most important thing, the outcome is the most important thing that’s not true. It really is your their journey with you. So you’ve got to get your head straight to begin with. In terms of marketing, the very first thing once you figured out that you’re in the right practice area is you’ve got to learn who that you know, ideal client, it’s called Avatar, there’s all kinds of names, Who’s your ideal client? And all of the details about them? What’s their gender, and it could be male or female, it may make no difference. What’s their age range? What did they do? What’s their work? What’s their? What are their interests? Are they married? Are they single? Do they have children, et cetera, et cetera? I mean, we do a huge, deep dive on that. And I want
Steve Fretzin [18:28]
to add one to it. And I’m sure you do this too. But what are their challenges? Right, what the GC Matthew that you want to target, right? What kinds of problems are they dealing with every day that you might resolve that might be through legal means, or that might be through a social relationship, or that might be through your network and being able to help a GC find an assistant GC or help a GC move jobs or just to solve, you know, business challenges that are popping up? Even if they’re not related to your practice. But that’s, that’s what I think people looking for. They’re looking for someone that can come in, and, you know, and understand them.
Sharon Christie [19:04]
Absolutely. And And along those lines, you know, you have to be able to sort of get in their head. What are they not only what are they worried about? How do they think about it? You know, how do they express that to you? And that’s the best way to figure that out is when you’re talking to them? What are they saying to you? How are they describing the problem? And then how do you respond to that? How can you tell them, the ways in which you can help them get to the end result that they want and what things are going to be like once they get to that end result? So that has a lot to do with your messaging and your marketing because your marketing has to be focused on that particular person. And so we you know, when I’m doing my marketing when I do it for my disability clients, I am writing the piece you know, if I’m writing a book A hug or shooting a video, I am speaking or writing as if I’m talking directly to that one person. And that makes it real to the person who’s hearing you know, we’ve all had that experience. You just described it, Steve, when you were listening to the branding expert, and he clearly touched a nerve, and you were like, oh, man, he gets me, I, Okay, I gotta get his book. Because I am, I am touched by what he’s saying, he understands me. And that’s a real key to help clients, or potential clients understand that you do understand them. There are so many lawyers out there, it’s a large, you know, field. And people have lots of choices. And they want somebody that they know, knows, understand, understands their problem, and somebody that they, like, know, and trust. I mean, that’s, you know, those are three of the keys. And you have to do that in part through your through your marketing message.
Steve Fretzin [21:04]
And by the way, just if you’re like now concerned that I haven’t given the information about who that branding guy was, it’s called You Are the brand by Mike Kim. And it’s, I think it’s a best seller on on, on Amazon. Or it’s, it’s maybe not an Amazon, but it’s definitely like, a best seller right now. But this is we’re taping this, you know, in early September, and it’s probably covered, you’re probably in mid October right now. But anyway, so a little behind the scenes timeline. Anyway, but the idea is that what I love about a good book, a good business book, and this is the way I write and it drives me insane. When I read a book, and it’s philosophy, it’s doing a lot of research. It’s giving all the data and all the information. But it’s not giving you the tactical do this, say that do this, do that. That’s what I want. I want something that I can just start writing, I can start writing notes. And I can start, like figuring out like my own problems, my own solutions using their mentorship in the book. And you know, there are books that just talk at 20,000 feet, and those are not for me. Yeah, I
Sharon Christie [22:11]
agree. I agree. I mean, that’s all you know, the theory is great. If you’re just deciding, you just want to know that kind of background. But for most of us, we need things that we can implement and implement implement now. So I agree. Yeah. When it’s when it’s specific instructions. That’s better. Alright, so that sounds like a great book. Well, yeah, I
Steve Fretzin [22:37]
think well, I’m hoping but I will, you know, I’ll have to report on that at a later time. But back to back to your tactical points, which was yes, mindset marketing. And now we have management,
Sharon Christie [22:49]
management. Absolutely. So, you know, there’s, again, that covers a whole whole host various, you’ve got to have not just your case management, I think most lawyers are pretty expert in figuring that out and doing that. That’s great. But what about the financial side? You know, and and when I talk to lawyers and solid practice, they’re like, oh, yeah, I’m sending out my own bills. No, stop. Yeah, honestly. Because do you want to review the bills? Of course you do. But do you? Why don’t you have a bookkeeper that can do that for you? Or an assistant? Are you are you doing all of the books yourself? No, stop that. You know, I mean, it stuns me when people tell me, they’re trying to do it all themselves. And I understand that they feel like, Oh, I can’t afford it. But But my point to them is, but wait a minute, the time that you have freed up by hiring someone else to assist with things that they’re going to do better than you to begin with, and they’re trained for and you’re not frees you up to do the things that only you can do and frees you up to market to bring in better clients to pay those bills. So you have to you know, you have to have the financial side in place. And then the whole issue with your team, you may have a virtual team, you may have employees that are W two employees, you may have independent contractors, however you’re set up, you need to have processes in place to first once you’ve hired them, bring them on board, and then evaluate them as you go along. And processes that you give to them as to how you want things done. So those are the areas that you really need to look at and make sure you’ve got that nailed down so that you can have the best firm for you that again, that meets your needs. And I say that a lot to clients because by meeting your own needs, you’re going to meet your client, your law clients needs,
Steve Fretzin [24:55]
but it goes back to the original point that you made, which is it’s the business of law and Yes, you’re a lawyer. And yes, you’re highly specialized or you’re highly educated. You know, you may be, you know, you’re terrific lawyer. But if you’re not understanding and learning and executing on the business of law, you’re going to find yourself and many solos do and in other small, firm managers, in a bit of a predicament, because you’re losing talent that you shouldn’t be losing, you’re missing out on talent you should be bringing in, you’re not looking at the numbers and the profitability, you’re not marketing effectively, because you have business today, you expect it will be there tomorrow, it just goes on and on and on. And it’s not brain surgery or rocket science is free. Right. But it is a learned skill. And it’s a skill that most lawyers have sort of avoided, and and sort of, you know, kind of duck their head under the sand, and you got to pop your head out and start getting educated, because that’s where all the balance and all the love and all the benefit of having your own business and being a solo comes in, I had a guest on recently said if you can’t take off, you know, he said three months, which I think is insane. But let’s say even two weeks or three weeks without your business going under or without a major issue, then you’re not really running the business. Right? You have to have it set up and structured so that you have the ability to have a life outside of the law outside of that business.
Sharon Christie [26:17]
Absolutely. There’s no question of that. I take off at least two weeks, every quarter, when I went and you know, sometimes it’s just I’m taken off because I’m cleaning out my house. But But when I’m off, I’m not checking in, I’m not emailing I’m not texting, with the office, none of that. Because I had things set up. And I had my team trained in such a way that if there was some emergency, they knew how to get in touch with me. And otherwise, I knew they would handle everything. And they always did. I could go away. I could be away, you know, go to Europe go to wherever I wanted to go and not worry for a second about what was happening at the office because everything was under control. And if I hear the same thing from people, I can’t, I can’t go oh, what do you mean, you You went away for two weeks? I could never do that. Well, you’re right. And your other guests that you refer to as right. If you can’t, then you have not set things up the way they need to be because you’re not running a business.
Steve Fretzin [27:25]
Yeah. Well, let’s let’s sort of wrap up on that point. And let’s move to the three best of which is a segment that’s been going on for a number episodes and you’re in a in interestingly named town called Cockeysville, Maryland. Oh, yeah. All right. Yeah, I just enjoy saying that, by the way. So I might want to move there just so I could say it over and over but let’s talk about if I’m coming to visit khakis well. What What’s the the restaurant I have to go to that would blow my mind or that would be like the highlight of my trip?
Sharon Christie [27:56]
Well, my favorite restaurant in this area is blue stone. And it’s my favorite because you know, we have fabulous seafood here. And they have wonderful seafood dishes and great cream of crab. If you’re a cream of crab lover, so Okay, yeah,
Steve Fretzin [28:15]
okay. I don’t know that. I’m creamer crowd. I’m trying to stay away from anything that has the word cream in it, as
Sharon Christie [28:20]
well. The other option is Maryland crap, which is fabulous to see.
Steve Fretzin [28:24]
Sharon Christie [28:25]
I wonder why you can’t lose?
Steve Fretzin [28:27]
Yes. And then if I’m in your area, what’s something that I would have to see or do?
Sharon Christie [28:32]
Well, if you were here, right now, you have to go to the state fair because the State Fairgrounds is about, I don’t know, 10 miles
Steve Fretzin [28:40]
from where I am. Okay. And it’s being held right now and COVID and all held right
Sharon Christie [28:44]
now. Okay. Right. Yes. Yes. This year. It’s up and running.
Steve Fretzin [28:48]
I have a follow up question. Okay, because I’ve been to the Illinois State Fair. I’ve been to Wisconsin State Fair. They fry everything is this is do they what’s the craziest thing that they serve there to eat anything? Just Oh, he just
Sharon Christie [29:01]
that, you know, honestly, I stay away from that. They do have a lot of fried stuff. Yeah. But I tend to try to stay away
Steve Fretzin [29:09]
from I know, but maybe you have observed that they’re frying butter or they’re getting some insane. No, no, we’re not that crazy. No. Okay. No, no, no, just to share it. At the Wisconsin State Fair. I had a cheeseburger, but the bun was a Krispy Kreme donut. Oh, yeah. Oh, I tried that. And here’s the saddest part. It was actually pretty good. Was it good? It was actually pretty good because for some reason it had the salty in the sweet together almost like a chocolate covered pretzel. And I just I took a bite my wife looked at me like I was out of my mind I go you know I gotta tell you it’s pretty good. Pretty good. But anyway, I’m sure I didn’t feel well directly after you didn’t know and what are people in? So what are your neighbors and you What do you guys into during the summer? What do you what’s what’s going on that that all the locals are doing or into
Sharon Christie [30:00]
Well, I’m laughing because it’s been so difficult for so many years. Many of us are still into the Baltimore Orioles. Okay. We remain loyal, despite all their travails, but it’s sort of like being a Kobe fan. Now sadly for us, yeah. But otherwise, a lot of people in this area, like to hike, there’s There’s trails, there’s lots of biking, bike, great bike trails, and we have a reservoir. That’s, excuse me about, yeah, it’s very close. And you can you can rent a boat, you can fish, but you have to throw it back. But you can spend the day on the water, or you can spend the day hiking the surrounding area. So it’s really lovely. And that’s what people are into very much in the summertime around here.
Steve Fretzin [30:59]
That’s wonderful. Wonderful. Well, listen, I appreciate you coming on the show and sharing your wisdom and your experience and even some information about your town. Takis Ville just had to say one more time to come visit Yeah, I’m gonna have to travel a travel more because I’m hearing you know, the best places in Miami and the best places in in New Jersey and all these different, you know, beautiful locations that I haven’t been to, if people want to get in touch with you to learn more about about your coaching business and how you’re helping women with bold women lawyers, how do they get in touch with you?
Sharon Christie [31:33]
Well, you go to the website, bold women lawyers.com. And shoot me an email from there or on Instagram. Both women lawyers, and you can message me right from Instagram.
Steve Fretzin [31:46]
Fantastic. Well, thanks again, Sharon, for being on the show. And, you know, I’d love to keep in touch with you and hear you know, your continued success. And I’m sure we’ll stay we’ll stay in close
Sharon Christie [31:56]
ties. Sounds great. Sounds great, Steve, thanks. Hey, and everybody. Thanks
Steve Fretzin [32:01]
for listening and for spending some time with Sharon and I today. You know, again, the goal, you know that you got a couple of good takeaways. As I mentioned, we try not to talk at 20,000 feet we try to give tactical actionable things and I’ve got a page full of notes here. Mindset marketing management, you got the right practice clients right message process. I mean, Sharon went through the whole the whole gambit here so again, all about helping you to be that lawyer is someone who’s confident organized in a skilled Rainmaker. Take care everybody be safe and be well.
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. For more information and important links about today’s episode, check out today’s show notes