In this episode, Steve Fretzin and Colleen Young discuss:
- Building trust through consistent visibility
- Growing through relationships, referrals, and the right fit
- Aligning marketing and intake to convert the right clients
- Using time and resources more strategically
Key Takeaways:
- Consistent marketing builds recognition and credibility over time. Because legal services are intangible and high-stakes, potential clients rely less on impulse and more on trust, familiarity, and a sense that the lawyer understands their needs.
- Many successful firms grow through community presence and strong referral networks rather than pure advertising. The most sustainable practices are built around clients, partners, and team members who are the right cultural and professional fit.
- Marketing should nurture and educate prospects before they ever contact the firm. Intake then acts as a strategic filter, qualifying leads and converting the right, profitable matters rather than simply accepting every potential case.
- Lawyers should focus on legal expertise and relationship-building rather than trying to execute every marketing task themselves. Delegating content production, intake, and administrative work allows firms to maintain consistent marketing while using time and budget more effectively.
“Marketing should be teeing up, not cold leads, but nurtured leads for the sales team.” — Colleen Young
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About Colleen Young: Colleen Young is the Chief Marketing Officer at Get Staffed Up, where she helps law firms grow through smarter marketing, stronger intake systems, and strategic delegation. With more than 25 years of experience across professional services and B2B industries, she specializes in helping attorneys turn marketing into real client relationships by focusing on trust, community presence, and well-nurtured leads. At Get Staffed Up, Colleen also advocates for using virtual assistants and remote teams so lawyers can spend less time on administrative work and more time practicing law and building meaningful client connections.
Connect with Colleen Young:
Website: https://getstaffedup.com/
LinkedIn: https://www.linkedin.com/in/colleen-young-marketing/
Connect with Steve Fretzin:
LinkedIn: Steve Fretzin
Twitter: @stevefretzin
Instagram: @fretzinsteve
Facebook: Fretzin, Inc.
Website: Fretzin.com
Email: [email protected]
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.
FULL TRANSCRIPT
Colleen Young [00:00]
Marketing should be teeing up, not cold leads, but nurtured leads for the sales team. Yeah,
Narrator [00:10]
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, we’ll take a deeper dive helping you grow your law practice in less time with greater results. Now here’s your host, Steve Fretzin, hey
Steve Fretzin [00:32]
everybody, Steve Fretzin, and welcome to the be that lawyer Podcast. I’m just continually impressed with the people that I meet that say they’ve heard the show, they saw the show, they heard the show, something about the show. I think that has a lot to do, something to do with the content, right? Colleen, I mean, we’re you and I are going to make some magic today, and we always try to do that. But I think the thing that people don’t always think about, and this is with podcasts, with articles, with anything you do consistency, and if you’re consistent with something, where you just you posting consistently, you’re writing consistently, things happen. You just got to stick with it.
Colleen Young [01:07]
Right? Absolutely, absolutely. Now, you didn’t say that. The secret sauce behind the success of be that lawyer is
Steve Fretzin [01:14]
Brett is what is Fretz? Who’s that? That guy owes me money in the mix, it’s a foul. That’s it. It’s not about me, it’s about you. I’m here just, I’m just your arm candy today, you
Colleen Young [01:25]
know, listen, no, not. I’m so used to that. Listen, I, you know, when I broke into the legal field, in the marketing space, right? I can remember the list of the who’s who you have to meet. And guess who was number one?
Steve Fretzin [01:45]
Not even close. No way. Brett Trembley, number one in my heart. Wow. All right, well, listen, we can wrap up the show right there. I don’t have to go any further. You go polished. And I’ll try to keep it in check. You know, probably when I get off this call, I’ll call my teenager, and that’ll get my ego back in check. He’s doing great. He and I are going out to Breckenridge to do some skiing and fishing together in a few weeks. I’m just jazzed about it. He’s, he’s really excited to hang with his dad, which is kind of cool us. Yeah, through some fun stuff, how’s the kitten doing? Holy mackerel. The kitten is amazing. I’ve got this little it’s not a kid anymore. Amy’s eight months old, Ozzy, and he is. He’s our secondary mascot next to rock. He’s been sleeping next to me for 15 and a half years. But, yeah, yeah, Ozzy’s amazing. Just he’s either got two speeds, he’s got super fun, crazy Ozzy, and he’s got, like, super cuddly getting your neck Ozzy. So if people don’t like cats, it’s because you don’t know or understand cats, or you don’t you’ve never met a good one. Anyway, with all that being said, Colleen, let’s go through the most important thing we’re going to cover today, which is the quote of the show. This is Brett Trembley, my good friend. Brett Trembley, here we go. If you need brain surgery, and the surgeon answers the phone, would you get brain surgery from that doctor? I would say, yes, that’s such great customer service. Is that the wrong answer?
Colleen Young [03:05]
You know, it’s the wrong answer. I love this quote for multiple reasons. Yeah, right. But I really, you know, I was in the medical space before coming into the legal space, doing marketing, and so I that in, and I worked with neurosurgeons and spine surgeons. So this one hits home with me, right? There is one thing that doctors do extremely well, and they create this air of exclusivity and like, almost like a wall around them, right? Lawyers could really take a page from that book, because so many small law firms, so many solos, right? Have to answer their own phones, right? And when you’re answering your own phone, it kind of gives you that you’re too easy to get a hold of, right? Everybody likes a little bit of it, you know? Yeah, I gotta play the game a little bit, right? Yeah, very, very well.
Steve Fretzin [03:56]
And I think, I think, but I think there’s a misconception, Colleen, about you picking up your phone or being responsive? Like I think lawyers, in many ways need to be incredibly responsive with their clients needs. That doesn’t mean picking up the phone, though, right? You know,
Colleen Young [04:13]
here’s the thing, Steve, you know, when you call an attorney, for the most part, you need an immediate service, right? There are some times where you don’t need an immediate service, so having a human answer the phone and make sure that that potential new client feels the love right from the beginning is going to set them apart. And then you’re exactly right. Then it comes response time, right? Then it’s, you know, what is. When is the lawyer calling me back? How often is the attorney calling me back? Or are they giving me to somebody who understands my case and can really support me? And when I need that attorney, the attorney is calling yep,
Steve Fretzin [04:55]
yep, that’s it. So it’s yes responsive, but no, you don’t have to be the. One pick it up, and you shouldn’t be the one picking up your phone. And again, sometimes the call is urgent and you should hop on quickly. Other times, they’re just looking for an appointment, and you can get that set up without you even touching it. So I’m a big fan of that. Hey everybody, we’ve got Colleen young, she’s the CMO at get staffed up, and I’m just so thrilled that you’re here. We’ve been buddies a little while, and I’d love for you to share a little bit of your background with everybody, just, you know, Reader’s Digest version, give everybody an idea how you came to be. Yeah.
Colleen Young [05:29]
So you know you’re every once in a while when you talk to me and Steve, you know this, right? You’ll hear a Yen’s guys, because I was raised just outside of Youngstown, Ohio, right on the border of Ohio and Pennsylvania. For those curious, I was raised properly as a Steelers fan, not as a Cleveland Browns fan, but every once in a while, you’ll hear a Yin’s guys in my Western Pennsylvania will come out. And you know, I went to school for advertising and PR, and when I graduated, had to make a big decision, and the decision I had to make was stay in Ohio or moved to Michigan. So those of you that are Michigan or Ohio State, you know what a big decision that really and truly is, and I had an opportunity with Atlas Copco tools, and I can remember talking to my father, and he says to me, he says, Oh, you got a job opportunity in Michigan. I said, Yeah. I said, you know? I said, it’s for a marketing coordinator position at Atlas Copco tools. And he looked at me, and he goes, You don’t even know how to use a screwdriver, let alone an ergonomic handheld power tool. And I looked at him, and I said, Well, I’m going to learn. And that was a pivotal moment in my career, to be honest with you, because I had a very long career in what I call industrial marketing. So anything with hand tools. I was Quikrete concrete right, dirt in a bag Society of Manufacturing Engineers all the way to Jack Doheny company, which is plumbing and Sewer Cleaning, right? And it was a real thing for me to always be challenged and always learning, right? And I loved being in a space where, at the time, women weren’t in those spaces doing marketing right. And for you to be a good marketer, you really have to understand the product or service inside and out. And at one point in time, I felt like I had done everything I could do in the industrial market, and along came a medium sized orthopedic practice, which also had physical therapy and MRI and, you know, neurosurgeons and podiatrists. I mean, they really ran the gamut sports medicine, and they offered me a marketing position, and it was a new challenge, and I took it, and I can’t say it strong enough. It really was the best setup for me to come into the legal space, right? And it goes back to that quote, because professional services are difficult to market, because it’s intangible, right? And there has to be a need. If I’m selling you a Snickers bar, Steve, I can show you the caramel stretching. I can show you a snap of a Butterfinger, right, and give you a glamorous image of that, but when your marketing services is completely different, right? Your clients can’t see, taste, feel, you can’t create that impulse buy. There has to be meat. And I love that challenge.
Steve Fretzin [08:16]
Well, I would say, I would I mean, I think we’re diving into our main, main subject with your example, that I can go out and buy a Snickers bar, I can go out and buy a pen, I can go on Amazon and buy a shirt, and I have no emotional attachment to it, no personal attachment to it. It’s just a quick decision I make. I push a button. I have a shirt. Okay, when you’re dealing with professional services, when you’re dealing with larger investments of not personal injury so much as well. That might be one. But, you know, like bringing in a lawyer for a litigation matter, or an M and a deal, or something that has a lot of, you know, value and risk and potential around it, that becomes very personal and emotional. And I think that there the sales are different, right? There’s a way to sell a Snickers bar using the caramel or a crunch or a snap or crackle sizzle of a steak. And then there’s what needs to happen to effectively sell a professional service. And as you know very well, I’m the Sales free guy. So what’s your take, if we’re jumping into it, what do you what have been some of the successes, the ways that you’ve been successful in growing business without selling?
Colleen Young [09:21]
Yeah, so it’s, for me, it’s all about the relationship, right, and the fit. And I think so many you know, small lawyer, small law firm, solo attorneys, are really facing this. Hey, I don’t have the budget to do all this high end marketing and be on the side of the bus and be on the park bench and be on TV and, you know, it really doesn’t have to be about that. It has everything to do with creating a network for yourself, right? And what type of client base Do you want to develop, right? Some of the most successful solo entrepreneurs in the legal space that I know of are actually, are the ones that are out. At the Little League games, right? And talking to the parents, right? And then networking with the doctors, if they’re personal injury attorneys, and developing relationships, and frankly, estate planning attorneys who are working with family law attorneys and getting the referrals and things like that. And it really comes down to creating a relationship. Yeah, right. And, you know, we say this, it gets staffed up, and we mean it sincerely, right, like we got to love who we work with, right? Because when you start falling in love with the people that you work with, you’re going to do a better job. The respect builds, then your referrals build, right? So when you’re looking at something like mergers and acquisitions, boy, Steve, there’s got to be a hell of a lot of trust there, right? So you’ve got to, you’ve got to be able to go in there and be sincere and really want to help that business. And I think that sincerity really shines through, and you’re getting that gig.
Steve Fretzin [10:56]
Yeah, I was talking to an absolutely lovely attorney, relatively new practice. He’s spending somewhere between, you know, eight and $9,000 a month in marketing. And you know, he’s talking to me about business development, I’m thinking, look, you know, you’re never going to get to the top of Google doing SEO. It’s going to take you years and years and years. And you know, there’s all this other stuff he’s spending mark on marketing that’s like, I’m feeling like it’s maybe not a marketing issue you have, unless you’re going to get a 3x or 4x return, if you’re going to spend $8,000 a month, you should be getting 25, $30,000 in the door every month. If you’re not, or you’re going to wait years to get that, that’s not going to have that’s not going to work. But if you take that money and reinvest it and paying yourself and hiring people and doing business development and getting out there, what you can spend some time and just a little bit of money on social media, content creation, things that are going to help support the business development effort. But it really, it really bothered me that he was making that he had not he’s not taken for a ride. He’s got good people that he’s talking to, but I think they’re sort of like, everybody’s kind of telling them, you know, hey, you’re nailing. Everybody’s got a hammer, you know, nobody’s really thinking about what’s right for this guy.
Colleen Young [12:09]
Yeah, you know, again, I go back to partnership development, right? You know, what’s wrong with getting together, with totally making stuff up? You know, I’m an estate planning attorney, and I get to know a podiatrist, and that podiatrist and I go to a senior living facility and do a few Lunch and Learns together, and then you have, you know, an evening reception for families, right? And really just, you’re going to get more one on one personal time, and they are going to remember you versus you’re trying to get higher up on Google, and you’re just another name and you’re just another face, right? You haven’t created that human connection, right? And I listen, I’m going to advocate for, you know, an attorney who’s constantly being told you have to be the face of your brand. Well, yes, you do have to be the face. You are the face of your brand. But it’s not all about you get a marketing assistant, right? Yeah, and you have to start to scale that way. If you want to start doing social media and doing the content, you don’t have to do it all yourself, right? I know Canvas fun. I understand that everybody wants to be on social, but be the lawyer. Be the attorney and hire a marketing assistant who can just sit there. Film, you know, give me the top five things is, you know, a 52 year old person should know about estate planning. Rattle those off. Have your marketing assistant. Film, you do it on teams, right? Have them cut it up and get it out on social media for you. Yeah, right. You don’t have to do that. Where you get the value is when you are on site with somebody like a podiatrist and getting into those senior living facilities. That’s you got to be strategic about that type of marketing. And then that will parlay into the non sales approach.
Steve Fretzin [14:00]
Yeah. So I think what I’m hearing and what we want to really think about is, hey, it’s about relationships. It’s about finding strategic partnerships, referral partnerships, and then, by the way, you can still do the marketing. You just don’t need to spend a million dollars to do it these days, unless you’re going to do, you know, some heavy lifting, you know, pay per click, and you’re, you know, competing with big bucks against the top players. A lot of the marketing can be done by hiring somebody through get staffed up one of the VA companies, bringing in somebody directly who can really allow you to be the talent. Take that talent and then create talent and create content around the talent. Hey, everybody. Steve Fretzin Here [email protected] They don’t just market law firms. They help them grow from connecting millions of consumers to trusted lawyers to smarter intake and industry leading events, they’re building stronger connections across legal visibility, intake, events, growth. That’s lawyer.com Check them out today, with proven SEO and digital. Marketing strategies that drive actual clients to your firm. Rankings.io. Prides itself on proof, not promises. Mentality. The best firms hire rankings.io. When they want rankings, traffic and cases, other law firm marketing agencies can’t deliver, get more rankings, get cases and schedule a free [email protected] today, hey everybody. It’s Steve Fretzin as the you know, I’m the host of the be that lawyer podcast, and if you’re serious about growing your law practice, let’s talk. I’ve coached hundreds of attorneys to build bigger books of business without selling, chasing or wasting time. This isn’t a sales pitch. It’s a real 30 minute strategy session to explore what’s possible for you in your practice. Just head over to fretzin.com and grab a time that works for you. For you. And let’s make this your breakout year.
Colleen Young [15:46]
Listen, Steve, you know, remember the day where people would do direct mail, and you’d go to your mailbox and you’d get that stack of Val pack coupons and things like that. Still get a few. Everybody gave up direct mail because we all went to email, yeah, and now we’re at a point where we get so many emails we’re deleting them, you know, like, oh, and it goes to my spam, and it goes to this. And so here’s the thing, to cut through all that clutter. Is what we just talked about, the one on one face. Get face time with people, develop the relationships with people. That’s going to cut through the clutter, right? That’s going to give you the relationship building. And they are going to remember you, refer you, and that’s how you build your network.
Steve Fretzin [16:28]
Yeah, well, it’s funny that you said that example too, because I’m feeling like, if I when I do get something in the mail, it could be, I live in Fort Sheridan, so I get, like, the fort Sheridan, like, you know, five page, six page, color brochure. Or I get something like, I get a magazine like, it means so much more, and I actually do, like, look through it and read it, because I’m not getting 1000 of them, getting, like, one or two a month, right? So we’re, you know, sometimes things come back right. Like podcasts. Guess what? Everybody here’s a secret. You didn’t know it’s radio, right? It’s basically radio. We’re just doing radio. We’re doing like, Now, granted, there’s a video component too, but, you know, mostly podcasts are, you know, I’m listening to them in my car. It’s right? It’s radio. Listen to radio. So things do come around.
Colleen Young [17:13]
Yeah, I’m hoping my hairstyle does again. That’s what I’m fighting for.
Steve Fretzin [17:17]
I just keep mine the same every year for 56 years. That’s all. That little baby might have
Colleen Young [17:21]
been a different color at some point, you know, but it’s so true, because everything old is new again, right? It just has a different twist to it. You know, we all fought to be number one on google and be, you know, above the fold, like we used to in newspaper advertising. And, you know, people just scroll down right through that stuff, right? Or they jump right to the AI component. And I just think that when you are starting a law firm, right? And you, you know, let’s say you, you spent five years working, you know, for a different firm, and then you decide to strike out a solo, you know, you get your first six months under your belt, maybe your first year, and you’re starting to get overwhelmed. You have enough clients, right? But, but, but you’re, you know, you need a little bit more, like you’re starting to realize I make more money on this type of case than I do that type of case. So I gotta strategically get my clients. How do I do that? But I know I can’t be everywhere, so I gotta hire somebody, right? So offshore is completely a viable option, right? And you’ve gotta analyze, you know who your client base is, you’ve got to analyze where you’re at in the United States. All that stuff makes a difference when you’re looking at offshore staffing, right?
Steve Fretzin [18:28]
Yeah, yes, it’s the idea that sales and marketing go together. You don’t have to spend a million hours on marketing. There are people that can help you that make a lot less money an hour than you than you charge at your lawyer rates, and you need to recognize what, you need to delegate and what, and there’s some things you can and should do yourself, especially when you’re first starting out. And I’ve got a quick example, and I’m going to give a shout out to two of my clients, Noah and Evan. So Noah talks to me about LinkedIn. He’s never really done much with it, and he he’s just this super, super wonderful guy, and he starts posting one of his posts. Goes viral. Okay, 150,000 views and 100 comments and 50 shares like incredible. And he gets he gets found by a major publication, picked up and they interview him. Okay, okay. He’s sitting in his office today, and my other client, Evan, he’s posting something really interesting about his connection to music and a band. And I remember what it was, but it was really interesting. And he’s like, highlighting a band and what that how that relates to what he does in business as a lawyer and someone, someone walked someone know his partner, what Noah’s partner walked into his he said, Hey, I saw this really interesting guy on LinkedIn who was writing about this band, and it was Evan, so it’s like, just out of nowhere ran but these, these things, these things, make a difference. And what I try to explain them is like, there’s a lot of noise. I’m super lawyer. I’m wonderful lawyer. This is the conference my firm is hosting. This is somebody at my firm that did something. Thing wonderful, like, speak to a group that’s the noise. And I’m not saying don’t do it, but I’m saying, like, if that’s the majority of what you’re putting up, you are just putting up noise. But if you can put up something that connects with someone, if you can put up something that educates, that informs, that’s interesting, that allows them to see who you really are as a human and related to your work as a lawyer, you’re making some magic. And it’s, it’s, it’s a creative thing that you just have to kind of get into the groove and enjoy a little bit. But I think that type of very low effort, low cost in conjunction with some really high touch business development is pretty is a pretty good, good partnership. Listen, what was the first
Colleen Young [20:41]
thing that I asked you about? I asked you about Ozzy, the cat. There you go, right? That hit home with me. That was content that you put on LinkedIn, that hit home with me, right? That that is one of the, I mean, yeah, laugh at me, but I’m a cat person and, and I always like to ask you about Ozzy, yeah, right. He gets a connection you and I have, and that’s the thing, that’s how you cut through the clutter with me, yeah, right, and everything that’s on LinkedIn, and then when you start growing that, you get yourself an intake specialist who can help you grow that, right? And help you sort through who really should be a client and who shouldn’t be a client, right? And that’s why sales and marketing has to be attached at the hip, right? Your marketing is going to start driving leads. Your intake person is going to help you sort through those leads and make sure that it’s the right type of client, right? Yeah, you know, we used to analyze in the medical industry, and you know, you pull back the curtain on the medical industry a little bit, and it was bit, and it was, well, if you have this type of insurance and you have no comorbidities, and we can do your surgery, you know, at an ambulatory surgery center versus at a hospital, we’re going to generate more revenue off that surgery versus and sadly, that’s the way the lawyer has to think, right? You know, I if I strategically build my practice where I have this type of case that I’m focused on, I need this many cases to make sure that I’m generating this amount of revenue, but I gotta have staff. So how do I economically hire the staff? Right? And how do I hire staff strategically? Do I need marketing first? Do I need intake? Do I need a receptionist? And all of that has to be thought through and come together and be synergistic.
Steve Fretzin [22:25]
Yeah, and I just want to go back for a moment. You know, we’re talking about posting on LinkedIn and just marketing and branding yourself. And you know, there are lawyers that need to get leads through that branding and through those, you know, content creation and marketing, there are other lawyers that really aren’t going to see that there are big firms and they’re doing big deals, and they’re B to B and all of that. I was talking to one of my clients, Dane, today. I’ve had a lot of interaction today with my my people, and I was explaining to him, I go, Look, you know, you’re not, you’re getting referred by people at a very high level for very, you know, high stakes type of business. And the reality is that, you know, you know, yes, you can post on LinkedIn, and I’m going to get you doing it, I said, but your LinkedIn is terrible. And I like, that’s that’s a first impression when your LinkedIn has nothing on there. And so I was trying to explain them. I go, it’s not. It’s not. I’m not asking you to build out your LinkedIn, because you’re going to generate leads like a personal injury attorney or like an estate planner. I’m saying, Let’s build out your profile so that the people who already have been told that you’re amazing have a place to go to see that you are, in fact, amazing. And there are some recommendations, and there’s your story of why you do what you do and what makes you tick, so that people can start buying into your persona, and what, you know, what your authenticity, and all of those things. And that’s, and that’s, you know, one of the reasons LinkedIn is so powerful, it’s not just about posting. It’s also like your online resume or book cover,
Colleen Young [23:52]
yeah, absolutely, you know, one of the things, if somebody were to go to my LinkedIn, you do see my personal story of why I got into marketing, right? Like, you know, I can remember going to my dad, you know, and I was, I don’t know how old I was. I can’t say that out loud, because, you know, I did marketing on stone tablets. But he said to me, he goes, What do you want to do when you grow up? And I said, Oh, Dad, I want to be a Pittsburgh Steelers cheerleader. And he said, Well, honey, the Steelers don’t have cheerleaders. And I said marketing, then I, you know, I’m a daughter of a sales, sales guy. Yeah, right. So my father was, was in sales. And I, I always feel like, you know, as a marketing person, my dad always taught me Never put your sales rep out into the marketplace without them being armed with great information, right? So I’m a firm believer in marketing should be teeing up, not cold leads, but nurtured leads for the sales team. Yeah, my mother, on the other hand, was an accountant, right? So you got right side of the brain, left side of the brain. But if you go to my LinkedIn profile, you can, you can read all about that, because I think it’s very important for someone. And to see who I am, not just my job title, right. There’s there’s that
Steve Fretzin [25:05]
old there’s that old saying, people don’t care what you do until they care, until they know how much you care. And I think part of it is, is knowing your story and your why. Because in many cases, in many cases, that sets up you know their interest in you, and their their enjoyment of you, and their ability to want to, you know, move forward with a relationship. So, you know, these are, these are things that people just, I don’t think, are thinking about. I think they’re like horse with blinders on, just kind of going forward and, you know, hoping for, hoping that, you know, get where they want to go. And we’re, you know, we’re talking about going a little deeper and looking around you a little bit.
Colleen Young [25:41]
Yeah, it’s, it’s, you hit the nail on the head, because it’s, it’s so much more than just this. You know, anybody can, can post a good photo, right? Like, I mean, you know, I can AI up my photos, and I’m going to look a certain way, and everything like that. But you really don’t, I mean, what you really want to know is who I am as a business person, and is me as a business person, the right business person for your firm? Yeah, right. And that’s what makes the difference, you know?
Steve Fretzin [26:09]
Well, you said the word earlier, which I love? Which is the word fit. You know, I love when my pants fit. And guess what? I also love when I have clients that fit me perfectly, too, and when I find a contractor that’s going to help remodel my bathroom, and that’s a fit. Or I’m finding, you know, and then you know right away when it isn’t right, when the people start BS, ing, you and everything, or you’re meeting them for coffee, and they’re just talking about themselves the whole time. And, you know, you start separating who are my people from who are not my people. And that’s a huge part of of you know, how we be, how we become happy in our lives, and lawyers that don’t have their own books of business, that are being given and handed sort of rough people, you know, could be tough. People could be crazy. People could be difficult people. And that’s, you know, I mean, just one of the reasons why it’s so great to have your own book of business. But, you know, I just want to be around my you’re my people. My clients are my people, and it’s hard to have a bad day when you’re right the right people that you enjoy
Colleen Young [27:08]
Exactly, exactly. I smile because, you know, I’m fortunate. I had never worked remotely before. Get staffed up as a completely remote organization. We practice what we preach, right? So my marketing team is split between Latin America and South Africa. Never did I think I would be able to connect with people like I have connected with these people when I’m not in the same office building as them, same you know, same office space as them, right? I have a stronger connection with my team than what I have ever had when I’m in person, right? And it’s because we sit there and we share our stories and we connect, and then it’s like we start every meeting right with good news business, good news personal, so we’re all connected, and everybody has to participate, and then it’s fun to come to work. It is so much fun to come to work because I’m enjoying who I’m working for. I’ve never been to South Africa, but my content coordinators, who are located in South Africa, make me feel like I have,
Steve Fretzin [28:14]
yeah, right, right. They start picking up the accent, right? Yeah.
Colleen Young [28:17]
Oh, I wish. How cool would I be that lovely accent? Yes, yes.
Steve Fretzin [28:21]
All right. Well, listen, let’s wrap things up with my favorite question of the day, which is, what’s colleen’s Big mistake?
Colleen Young [28:28]
So when I was I was working with Quikrete, and I had a leader who invested a lot of time in me. I don’t know what he saw, but he saw something. And he said, kid, he goes, I’m going to teach you a few things, right? And he did everything from, I was his marketing manager, he walked past me and he’d say, how many 60 pound concrete are on a pallet, right? And then he’d walk past me and he’d say, How much is this pen per right? So I had to know the price and cost of absolutely everything. And we were making a huge presentation to a pharmaceutical company because we were going in another direction, right? And because we were a licensing, whole other story, right? So we were going to start this other side of the business, right? And we were presenting to this large and I was goofing around with the presentation, okay, during
Steve Fretzin [29:16]
the presentation, no prior
Colleen Young [29:18]
to, I was prior to, okay, yeah, I was making the presentation for him to go to present. Yeah, that’s very large pharmaceutical chain, and him and I always, you know, we’re able to joke around, then cut it off, and we knew we’d so I’ve in the presentation. I’ve put things in there, bullet points like, Colleen is the best marketing person ever. Oh, no, you didn’t just to see if he was proofreading the presentation, yeah. And apparently he was in a hurry, and he goes in front of this large Oh no, ouch. And on one of the slides, there it is in a bullet point. Third bullet point down, Colleen is the best marketing person ever. Man, and somebody raised their hand and said, Excuse me,
Steve Fretzin [30:10]
who’s Colleen Holly, and can we get her to work for us now?
Colleen Young [30:14]
Ed, yeah, did I learned. I learned that day you can have fun and you can enjoy who you work with, yeah, but you definitely when the chips are down, yeah, right, you have to be a professional at the end of the day,
Steve Fretzin [30:29]
yes, yes. I love that. I love that. Well, amazing. I just love hanging with you. I’m excited to hang out with you at the ABA tech show coming up in Chicago. I want to take a moment thank our amazing sponsors, of course, we’ve got lawyer.com phenomenal directory for you all, the legal Broadcasting Company, syndicating this podcast and others. So check that out rankings IO and of course, pimcom, coming up in October. That was incredible last year. And if you haven’t already, check out future rainmakers. Everybody me to you direct conversations about time management, marketing, branding, all the things that you wonder about as an ambitious attorney, that you want to learn and Colleen, people want to get in touch with you. They want to network. They want to hear more about get staffed up, and all the amazing people that you help supply for the legal community.
Colleen Young [31:18]
Yeah, yeah. You know you can hit me up on LinkedIn. You know, just Colleen young, find me. But Colleen dot young at get staffed up.com if you have any questions about staffing, you know, look, we’re a resource, right? We want to be your staffing organization. But, you know, sometimes a lot of people have questions about offshore staffing, and that’s what we’re here for, right? We want to make sure we’re a good fit for you and you’re a good fit for us, right? So get staffed up.com. You can check out our website. We have a brand new quiz up there to help you strategically figure out what position
Steve Fretzin [31:48]
you need. There you go. Well, wonderful having you on the show. Please tell Brett I said hello, no and appreciate you guys. Keep me at the top of your list. I’ve got some things cooking. I’ll talk to you about when we when we stop the show, that I think will be exciting for you guys as well. And thank you. So thank you. That’s where I wanted to go with that all. Thing was,
Colleen Young [32:06]
thank you. You’re wonderful. Thank you, Steve. Seriously, thank you. Thanks for the time.
Steve Fretzin [32:11]
My pleasure. My pleasure. Hey everybody, thank you for hanging out with Colleen and I for the last 30 and change. You know, look, we covered a lot of ground, marketing, business development, the relationships, the way it all plays out, how you need to staff up and make sure that you’re making the money the right way. So, you know, keep all that in mind and keep listening everybody. And give us a kind review. We’d love that. Share this, continue to share this great podcast with everybody, and be that lawyer, everybody confident, organized and a skilled Rainmaker. Take care. Be safe, be well. Talk again soon.
Narrator [32:42]
So thanks for listening to be that loyal, 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.