EPISODE · May 28, 2026 · 43 MIN
#125 Why Most Consultation Calls Fail (And What To Do Instead) with Steve Fretzin
from Serve First, Sell Later Marketing
Send us Fan MailMost lawyers are highly skilled… but many still struggle with business development because traditional sales tactics feel uncomfortable, pushy, or transactional.In this episode, Sylvia sits down with Steve Fretzin to unpack why most consultation calls fail, how buyer behavior has changed, and what professionals need to understand about sales today. They discuss trust-building before the first call, LinkedIn visibility, thought leadership, better discovery conversations, and how to guide potential clients without sounding salesy.Steve also shares his “sales-free selling” approach and explains how trust-based professionals can build stronger relationships, qualify better clients, and create a more effective business development process.What you’ll learn:01:24 Meet Steve Fretzin07:40 Why Lawyers Hate Selling09:55 Buyer Behavior Has Shifted15:24 LinkedIn As Book Cover19:29 Consult Call Mistakes22:19 Free Consulting Trap23:41 Prescription Without Diagnosis24:29 Sales Free Selling Process26:20 Disqualify Fast Save Time30:16 Follow Up Without Chasing38:03 Stop Getting Ghosted40:59 Parting Advice For LawyersSteve’s Bio:Steve Fretzin is a five-time bestselling author, host of the BE THAT LAWYER and Future Rainmakers podcasts, and a business development coach who works exclusively with attorneys. For more than 18 years, he has helped lawyers build strong books of business without selling, pitching, or chasing, using his proven Sales-Free Selling TM approach. His clients consistently become top rainmakers and credit his coaching and systems for driving meaningful, measurable growth. Steve can be reached directly at [email protected], or through his website at www.bethatlawyer.com. Connect with him on LinkedIn at https://www.linkedin.com/in/stevefretzin. His ALL NEW BE THAT LAWYER Community is changing how lawyers develop the skills never taught in law school.Connect with Steve:BE THAT LAWYER CommunityUpcoming event: Eventbrite Climbing Karma Mountain: How Lawyers Build Business by Giving FirstSet up time with Steve Fretzin: LET'S TALK (Book an Initial Consultation) | FRETZIN, INC.Click here and don’t forget to hit the "Follow" button so you never miss a new episode!Download Free Guide: How Lawyers and Mediators Can Attract More Ideal ClientsWant more insights like this? Sign up for our newsletter.Sign up for our free LinkedIn newsletter on marketing your professional practice Connect with me on LinkedInJoin our online communitySubscribe to my YouTube channel
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Send us Fan Mail Most lawyers are highly skilled… but many still struggle with business development because traditional sales tactics feel uncomfortable, pushy, or transactional. In this episode, Sylvia sits down with Steve Fretzin to unpack why most consultation calls fail, how buyer behavior has changed, and what professionals need to understand about sales today. They discuss trust-building before the first call, LinkedIn visibility, thought leadership, better discovery conversations, and ...
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#125 Why Most Consultation Calls Fail (And What To Do Instead) with Steve Fretzin
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