In this episode, Steve Fretzin and Ed Levy discuss:
- Building and nurturing authentic client relationships in professional services
- Increasing referrals through trust and engagement
- The psychological value of personalized client appreciation
- The role of networking and peer communities in growing a legal practice
Key Takeaways:
- Small, personal gestures—like handwritten notes or thoughtful gifts—can leave a lasting emotional impact and increase client loyalty.
- Lawyers who genuinely engage with clients beyond transactions are more likely to receive organic referrals.
- Membership in curated networking groups like Provisors can create structured opportunities to both give and receive high-value referrals.
- Understanding what truly matters to a client—personally and professionally—helps legal professionals build trust and long-term partnerships.
“The most important thing, even with no budget at all, is to separate the business from the appreciation and the emotional connections that you’re trying to build.” — Ed Levy
Got a challenge growing your law practice? Email me at [email protected] with your toughest question, and I’ll answer it live on the show—anonymously, just using your first name!
Thank you to our Sponsors!
Rankings.io: https://rankings.io/
Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let’s make this your breakout year: https://fretzin.com/
Episode References:
Got Your Attention? by Sam Horn: https://www.amazon.com/Got-Your-Attention-Intrigue-Connect/dp/1626562504
About Ed Levy: Ed Levy is the owner and president of Edventure Promotions, a company built on two core principles: spend clients’ money as if it were our own and exhaust all possibilities to deliver exceptional results. With over 20 years of experience, Ed has led the company to become a trusted partner to globally recognized brands and organizations of all sizes. He created I Love My PI Lawyer—a groundbreaking program that uses curated gifting experiences to help personal injury lawyers deepen client relationships, increase referrals, and stand out in a competitive market. Ed’s approach emphasizes promotional products as strategic communication tools that drive measurable engagement and campaign success. He remains passionate about helping PI lawyers and professionals elevate their marketing strategies through innovative, results-driven solutions.
Connect with Ed Levy:
Website: https://www.edventurepromotions.com/ilovemypilawyer
LinkedIn: https://www.linkedin.com/in/edlevy/ & https://www.linkedin.com/company/edventure-promotions/
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
Steve Fretzin: [00:00:00] Hey everybody. Something big is coming to be that lawyer game changing, can’t miss, and just around the corner. We can’t say more yet, but trust me, you’ll want to be here when it drops. For now, enjoy the show.
Narrator: You are 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 Reson, 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: Hey everybody, it’s Steve Fretzin and welcome back. Back to the Be That Lawyer with Fretzin podcasts, your go-to resource for everything to be that lawyer, confident, organized, and a skilled rainmaker. We are here twice a week and you know that ’cause you’ve been listening a while. And if you’re new you should go [00:01:00] back.
We got almost 500 episodes ed that are cooking for people to listen to and learn from experts like you. And welcome to the show, ed. Good to see you.
Ed Levy: It’s good to see you and thank you so much for having me. I’ve been looking forward to this opportunity for a while.
Steve Fretzin: Yeah, we played golf over the summer here in Chicago and I don’t think I’m a very good golfer, but people are convinced that I am.
I’m just hiding it because they see me hit an amazing shot and think, oh, this guy’s got the game. But no, I score terribly.
Ed Levy: I just looked the other way when you hit that’s
Steve Fretzin: what, that’s what, yeah, that’s the way to go. And I don’t keep scores, so it works out for everybody. Anyway, listen, so happy that you’re here.
Let’s jump right in ’cause we have a lot to cover today. And quite frankly, this is a quote that’s been mentioned on the show a few times, but it can’t be mentioned enough because it is such an absolute winner. The Maya Angel quote, here we go. I’ve learned that people will forget what you said.
People will forget what you did, but people will never forget how you made them feel. And so welcome to the show and talk about why that is your quote of the show.
Ed Levy: Thank you again. And why that quote resonates so much [00:02:00] is that when we’re building referrals in the legal space, that we have to bring everything back down to humanity.
And we’re building relationships with humanity. And the one thing that people will always remember is how you make them feel. In my experience, I’m not an attorney. I spend a lot of time in the PI space and the one thing that I think any lawyer can guarantee is the experience. I don’t know any attorney in any practice segment that guarantees an outcome, but the only thing that you can guarantee is the experience that your client is gonna have.
It may not get the right, the maximum amount of money that you wanted, but if had. And someone that exhausted all possibilities. That is what they’re gonna talk about and recommend to other people.
Steve Fretzin: Yeah.
Ed Levy: So that is why, how you feel is everything.
Steve Fretzin: Yeah. And I think there’s an effort that we’re gonna [00:03:00] get into quite a bit today that needs to go into that feel and into how we make people feel.
It can’t just be the transaction of. I handle the matter, you pay me a fee and we move on. That’s how it’s done in some instances. But I think most lawyers would agree that whether you’re looking for repeat business, where you’re looking for referral business, you’re looking for the relationship.
And my father, they like great. Larry, the lawyer, I think was excellent at building those relationships at such a level that people just trusted him. And people that were referred to him were, had that inherent trust. Because if somebody knew Larry, then, and they referred him. And talked him up the way they did.
He walked into the room and right away he was at a higher level. So let’s, we’re gonna get into the weeds a lot on that today, and the feeling and also referrals and how we do all this. Give us a little bit of background. You mentioned that you’re not a lawyer and you’re in the PI space primarily.
How does that happen? I know how it happened to me, but, and and how did it happen for you?
Ed Levy: Okay in the shortest way possible, and let me just cut me off if I start [00:04:00] going on a tangent,
Steve Fretzin: oh, don’t worry. I’m not shy.
Ed Levy: Okay. Got into this business in 1993. Started it out as a swag guy before technology.
And one thing I learned is that we had to be different and we had to appeal to somebody’s emotional state. I could not compete, but you wanted to buy a. Why would you buy one from Adventure? So the fast forward to about three years ago, 17 years into this business, I really never worked with attorneys.
I have a very good attorney friend in Chicago. It’s a PI firm, and the quick story is Ed. These people keep calling me and complaining, what can I do to stop all these inbound phone calls? So we put together a quick program, which involved a really nice blanket. So two weeks later, he’s ed, you’re not gonna believe this.
I gave the blanket. Not only did they stop complaining, but they started thanking me to a degree [00:05:00] that I could never even imagined. And then they gave me a five star Google review. And so that was the birth of the, I love my PI lawyer. Yeah, program. It’s just blossomed from there. We could talk about more about the program later, but.
Quick evolution of why we’re talking today. It’s
Steve Fretzin: kinda like you were working similar to me in a lot of other industries, and then like you fell into this thing, realized, hey, there’s something here that other people haven’t capitalized on and it works really well and it’s getting the results people want.
Why not lean in and really become a specialist in an area that there’s lots of opportunity where everybody’s winning? So I really love that. By the way, everybody, ed Levy, president and founder of. Adventure Promotions Now, is that inherently a dad joke built into the name?
Ed Levy: I guess it was before.
Before Dad joke. Before, yeah, before dad jokes. Yeah. I was just being clever, there you, I’m like, okay. It’s a, although, all transparency, I did come up with it sitting at the kitchen table with my dad, but, oh, there you go.
Steve Fretzin: All right. He’s [00:06:00] yeah, he’s not funny.
Ed Levy: Anyone that knows him knows he is not funny, so it’s a Okay.
It just worked out that way.
Steve Fretzin: All right. All right. Very cool. Listen, I appreciate that. So let’s get into the weeds, because I think one of the areas that I observe on a daily basis is how lousy lawyers are at getting, I wouldn’t say the reviews so much as the client referrals and whether we’re in PI or general counsel, big corporate stuff, or anything in between.
There’s. A gap of skills or a gap of a process or a system or something that doesn’t allow them or make them feel comfortable to get referrals proactively. You can sit around and wait for them. Maybe there’s a middle ground. So talk through that. Why they’re, they struggle with that particular issue.
Ed Levy: It’s that’s a great question.
It’s the topic that we’ll be discussing forever long beyond this interview and. I’m a creative guy that has to run a business, so there’s skills that I have to go back and forth with. I have to hire somebody to do all the analytical stuff and all the [00:07:00] non-creative stuff. So it’s not unexpected or unusual that a small practice can’t hire, a marketing person, can’t hire, you have to figure all this stuff out.
And the bigger firms that have resources, they figure all that out. And there’s a lot of, everyone, I won’t say everyone knows, but all the listeners. Probably familiar with a bunch of firms that have all of these different third party partnerships.
Steve Fretzin: Yeah. But, and I had Ken Hardison on my show with Pelman not that long ago, and it seems like he’s someone that really gets it and that understands the value of relationships and works to keep them.
Is that some, is that a friend of yours?
Ed Levy: Yeah, it’s so I’m a big fan of Ken’s and a big fan of Pils. We’re actually a partner with. We go to all their summits. It’s a marketing summit. So it’s very focused and very purposeful. And what we do, the, I love my PI lawyer, it’s just a piece of the puzzle, but it’s a key piece of the puzzle.
It’s not a standalone, [00:08:00] program, but it’s designed to really strengthen relationships. We could talk about the psychology of it, ’cause get bringing it back to your original question of why is it so hard? Is if we break it down with some simple things that people can do to not make it hard, it’s think like a consumer, don’t think like a lawyer that has to market.
Just think like a person to person. And basic things like yes, cards, like greeting cards. Thank you. Cards are key. Phone calls are key. Yes, there are case management software that will automatically give you updates that’s not personal. The. Even with no budget at all, is to separate the business from the appreciation and the emotional connections that you’re trying to build.
If you’re looking to send something a gift, don’t put it in with onboarding papers. If you’re looking, be genuine, don’t be asking for a referral. Yeah. You just need to be sincere and [00:09:00] honest. You’re the person who happens to be a lawyer. That’s taking care of this other person that happens to do whatever they do or be injured or whatever practice.
And it’s gotta be a personal connection. And that’s huge,
Steve Fretzin: yeah.
Ed Levy: Other things,
Steve Fretzin: oh, go ahead. No, I was just gonna say that sometimes lawyers also miss the boat when they get a compliment from a client about how great they did or what a great experience it’s been, or they saved the day and.
That’s, I think, a great time to say. I so appreciate that these kinds of sediments, make my day. And by the way, I just, not to be shy, there are probably, a half a dozen other companies that you may engage with on a daily basis that. Might feel the same way if they were able to meet with me.
Is that something we can have a quick conversation about? ’cause I’d hate to, I hate to take this and keep it a best kept secret, and make it a joke or make it honest and sincere and work and get the client in that moment. I. [00:10:00] Talking about it, I’ve had lawyers who have worked with clients for 10 years.
I finally get them to make a comment to their client about referrals and working with some people they know and they go, you are not gonna believe this, but I’ve been waiting for 10 years for you to ask me. And the lawyer just goes, oh, in the slack jaw, because they just can’t believe they just blew 10 years of opportunity because they just didn’t have the right approach or the right language, or the gumption to make an ask that would’ve gone over amazingly well.
Ed Levy: That’s sales 1 0 1 is, you can’t win if you don’t play. Can’t get the sale if you don’t ask for the order.
Steve Fretzin: Yeah.
Ed Levy: And but I think a lot of it is,
Steve Fretzin: is nobody likes the sales of it, so it’s better not to ask. I don’t want to ever come across that way. So teaching sales, free selling and really giving approaches and language that make it either their idea or make it more comfortable.
I think that’s a critical part of this. And I think, but I think you, and what you’re gonna talk about really. Goes the next level because you’re doing it in even a softer way through, really [00:11:00] thoughtful and creative angles of gifting or angles of being thankful.
Ed Levy: Thank you. And it just throughout this whole conversation, audience, just remember that it all goes back to how you make people feel.
Where we started with that quote, and it’s not just an example that you gave Steve, it’s not wrong. It’s whatever’s comfortable and it’s if the uncomfortableness from someone that could stand up and argue an argument in front of a jury has difficulty asking for a referral, it’s ironic. Yeah.
That would be that, that is ironic. Yeah. Yeah. So even if you stumble through it and say, Steve. I don’t know how to ask, so I’m just gonna, what would be a good way to ask you for a referral? Without me just fumble your way through it personally, and then have a conversation as opposed to being, formal and sales.
Sales. Make it, yeah, make
Steve Fretzin: it part of a conversation. Don’t make it like a setup where they feel like they’re being [00:12:00] like, oh, I took you out for lunch for this purpose, right? Like it’s just clear now that the only reason you took me to lunch is for this one thing. I don’t think you want to come across that way either.
So I think there’s a timing of it 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, 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 and let’s make this your breakout year. Let’s get back to your [00:13:00] jam, which is there are soft approaches to thanking clients or soft approaches to figuring out, like how do you deepen the relationship to make the referrals happen more naturally?
What can you speak to that?
Ed Levy: Thank you for bringing it back the. The whole premise is, it’s psychology and there’s some statistics in gifting. And the big one is that a consumer doesn’t change their attitude towards the advertiser until the gift has a perceived value of $25.
Anything less than that is an advertisement. So if you give someone a mug, okay, great, thanks. It’s got your logo on it. Okay, great. It’s a nice mug, but if it’s not combined with a thoughtful personal message. It’s, might as well just given ’em a $20 bill. Yeah. It’s okay, great. So it’s, I think this is where there’s a misunderstanding of how, branded merchandise works.
And that’s something that we’ve been working on a long time, which is if you [00:14:00] can’t measure it and you just don’t give it, just to give it, because hope is not a strategy. So it brings us back to, there’s. In the PI space, and this doesn’t necessarily limit you to PI space, but the, it’s counterintuitive to ask someone if they know anyone that’s hurt, yeah. It’s like that’s, Hey, people. Yeah.
Steve Fretzin: Anybody that you founded that leading out on the street lately. And,
Ed Levy: and it’s, and you hope, you, it’s the referral. You hope you never have to give. And even with my PI clients, they’re like, we hope that we never have to take care of these people, but if these people need to be taken care of.
We’re gonna make sure that they do get taken care of. And it’s really a heartfelt type of experience that, based on TV and everything that we see, I’m getting a peek behind the screens and I’m like, oh my God, these guys are just like us. There’s, they happen to have a billboard, but they’re thoughtful, empathetic people.
So the emotional part is that when you’re injured, [00:15:00] you’re granting, you’re under dures. There’s a principle out there called the KLT principle Know, like trust. We actually throw an R after it, KLTR. And again, consumer behavior is I’m gonna know this person, then I’m gonna this person.
Then I’m gonna give them my trust, and then I could refer them after I trust them. In a PI case, the injured, the client is granting the attorney trust before. They know them, let alone like them. And now that this is where the gold mine comes in, which is you’ve got minimum on average a 10 month period of time to prove that the trust that they granted you was worthy and to build a personal relationship with them.
So that’s where our program comes in and designs a curated gifting experience that’s completely automated. The [00:16:00] interaction is that it’s a really purposeful gift, a thoughtful gift with a meaningful message. So whether you use us or not, use that strategy and how you work with your clients. Make it a personal handwritten note.
Make it to them, make it about, not the case, but hey, we wanted to make sure that you’re doing okay. You wanna do that at least once formally through the case management, we usually do it 150 days. And then there’s the settlement, and then there’s the post settlement. But that trigger of that perceived value of $25, which does give a more favorable attitude, that’s real and that’s a game changer.
But it has to be sincere and it can’t be. I’m giving you a Yeti mug with your, papers and your injury report and or whatever it is, your claim, [00:17:00] no matter what practice you’re in, it’s still, the psychology is still the same.
Steve Fretzin: Right?
Ed Levy: But just hit ’em with the heartstrings. So if you have no budget, some things that you could do are, you know what I call let’s see, intentional acts of kindness.
So send an Uber for them, send them a. Just a normal dinner on a Tuesday. It’s just things where they’re gonna go, oh my God, this guy that has nothing to do with the case, that is this person understanding that another person needs help right now and is having some challenges and they didn’t ask for help, but it just shows up.
Any one of us listening think about the last time that you got a gift when you weren’t expecting it? Yeah. Handwritten card, a gift,
Steve Fretzin: anything. It’s just, it’s happening so rarely these days that if you’re the one that receives it, it’s just, oh my God and I. But I also think that it’s gotta make [00:18:00] sense, meaning I’ve gotten gifts where, I’m fasting and I’m avoiding sugar and I’m on a diet, I’m this, that and the other.
And then someone sends me a box of candy for the holiday. And again, how are they to know that I’m going through that? But maybe they should know that, or maybe they should. Think about what is Steve into he is really into bourbon. Alright, I’m into bourbon, so you know, figure out how to get a bottle of bourbon in my hands because that’s gonna be meaningful to me.
Or a ticket or to my favorite restaurant or something. But I think it goes back to, I. What are we doing to really get to know our clients? How do we know? I have a client, I’m, I started working with, and we haven’t been together more than a week, but I realized, I, I don’t know about her family.
I don’t know what, you know her children. I don’t know what her, she’s got two adult children. What do they do? And one’s in computer science, the other’s in marketing. Okay. These are things that not only do I want to ask and learn and know, but maybe I can even ask about ’em at some point.
In future conversations, what’s going on with Jonathan? How, I know he [00:19:00] changed jobs. How’s that going? Those kinds of comments and sediments are critical in a day where everybody’s feeling disconnected from each other.
Ed Levy: Yeah, I couldn’t agree more. It is the same no matter what industry you’re in, we’re talking about a service industry, which to me is the hardest thing to sell.
It’s, insurance law, everyone’s the laws are the laws, and that goes across every practice area. And why is it so different? Why are there so many law firms? We’re here in the city of Chicago and we’re looking at how do they have six floors of an office building and then there’s someone that is independently successful that has 400 square feet, two attorneys, some paralegals and whatever staff that they may have.
And they do a great job too. So it’s, it all comes down to the service that they have. They’re working within the same structures of the law. And it’s that [00:20:00] communication. Yeah, it’s the trust and relationship. So that’s where that referral comes in. ’cause we’ve all, except for, appliances where your furnace goes out, your washer dry or anything where the phone number of whoever you’re gonna call is on that piece of equipment.
It’s. Who’s got a guy? You got a guy. I got a guy. You got a guy that does this. You got a guy, you got an insurance guy. You got, yeah. I mean we all ask, I mean it’s, I’m sure you’ve talked about this on your podcast, 81% of people that are looking to hire a, an attorney ask for a referral. 81%. And that goes to the gold mine of don’t overlook your existing client base.
Steve Fretzin: Oh, they don’t want to pay the recruiter fees. Exactly. Plus you might get someone that is. Referred by someone that, again, back to your, someone you trust. If I get an attorney from someone I trust saying This is a great attorney, you should talk to them about working at your firm, you’re gonna see someone glowing, all over.
And when get someone from an ad or [00:21:00] you get someone from a recruiter, you’re gonna have your guard up because you don’t really know what is coming your way. And even if you trust your recruiter, it’s still their job to make. Placement to get paid. So there’s always gonna be some inherent distrust, even though it might be someone highly trustworthy and I know a number of recruiters that I would, say are incredibly trustworthy and care deeply about their clients. That doesn’t mean everyone feels that way about them initially. They may have to work towards that trust through their actions and through the way that they handle themselves. I think the biggest challenge people have with referrals is. The lack of understanding that it’s a better way to build business than billboards or TV advertising.
And I know there’s a lot of pi that just spend money to get the leads in. And then there’s some that really understand, Hey, I don’t wanna play that game, and if I can get it from other lawyers, if I can get it from CPA, if I can get it from other people that you know, nurses, chiropractor, the [00:22:00] list goes on and on of where.
Injury cases are more likely to come from. Talk to that for a moment.
Ed Levy: I, you hit on a good point, and this is, there’s, I was in an organization that was actually called KLTR. It was a, yeah, it’s
Steve Fretzin: now it was bought by PROVISORS years ago in Chicago.
Ed Levy: And so the cool thing for guys like you, and I design each one of the groups.
Between 25 and 35 people, 70% of those seats are attorneys from all different disciplines. Because attorneys are the confidant of the C-suite, CEOs, CFOs, they ask, oh, we better talk to counsel before we do this. And so there’s a source of trust that is amazing. Your labor lawyer, your contract lawyer, your what, whatever it is.
Those are the people that are dialed in. And that’s why this provisors is really fascinating. I didn’t even know it was legal centric when I started in it like 15 years ago. I’m [00:23:00] like, oh, okay. What am I gonna do with all these attorneys and all, it’s this is fantastic. ’cause there’s not a lot of marketing people in it, but yeah, this goes back to the, if you don’t have. Big marketing budget. Get yourself into provisors. It’s a national, I think it’s become international, but this is really, it’s not cheap, it’s not outrageous, but expensive enough to keep the riffraff out. It’s not, I don’t wanna say something similar to A BNI or something similar to that.
It’s not, Hey, what do you got for me now? It’s, you’re not. Promote yourself within that group. You can’t sell to one another. So it’s the,
Steve Fretzin: Yeah, I think you’re not supposed to solicit business from each other, but I think you’re there to build that trust. As a trusted advisor so that when someone has a problem, a need themselves or their people that they can count on you, shout out to provisors all over the country.
I run, one of the larger groups in Chicago, as you may recall that, and, absolutely love the people. And I, [00:24:00] what I do find is that, you have to be in business 10 years. You have to be an advisor, lawyer, CP, a professional service person, marketer, whatever it might be.
And the people are pretty highly. Qualified before they come in by folks like me and other members. So we’re really trying to create internal referral mechanism of people that we like and trust so that we can generate business together as a team. And I think that’s what one of the things that makes it so special, it’s not forced upon anybody, but it’s highly encouraged to be a giver and to understand that, that, givers gain and the people that can play ball and really help each other and think of each other are gonna be more successful than the people who just show up, do nothing, and then come the next month and show up and do nothing.
And that’s no way to play.
Ed Levy: Yeah. Those people don’t stick around too long.
Steve Fretzin: No. Because again, it’s. There’s typically, like with most networking maybe not most networking groups, but with ours in particular, there’s thank Ammons and testimonials and things that [00:25:00] happen that say, Hey, I’d like to give a shout out to Leslie.
She sent me a great lead, and Jonathan, sent me this piece of business, that piece of business. And you hear the same names over and over again, and you realize, wow, those are the people that get it. They’re the people who are giving more. Than anybody. And then there’s people who just sit back and maybe feel embarrassed because they haven’t really made any kind of real effort for others.
And those are the people that, really need to step up. But it’s tough, it’s tough. Everybody’s busy, but we have to make that, for networking and referrals to work, there has to be an effort put out.
Ed Levy: And that’s a great spot if you have, if you’re a smaller firm and you do not have professional services, budgets, to.
Consultants and outsourced marketing people. You are your best advocate and it’s a safe place, and these are like-minded people. And if you’re good at what you do and if you’re a nice person, it’s just bring humanity and you’ll be astounded by how quickly you can [00:26:00] accelerate the trust factor. It really does accelerate it.
More years than you have to be in business to do it without some type of networking organization. If you’re not able to afford to hire somebody and do. Traditional marketing.
Steve Fretzin: Yeah. We didn’t, I didn’t expect to do a, a promotion for Pro Provisors. I think financially they’re doing pretty well.
We do all the work, they make all the money, but ultimately it’s a great resource and the people that are in it love it. And so shout out to our friends at provisors. Hey Ed, we’ve got a wrap up. Let’s talk about your game-changing book game. Got your attention. I think that’s how it supposed
Ed Levy: to be said.
It’s right. It’s a very, it could be on stage. It’s perfect. What really got my attention. Is, and this is a simple thing. It’s when you start talking to people about this goes right to, it’s using phrases like, imagine or what if imagine if every client gave you one referral [00:27:00] versus we are the referral platform building thing.
It’s like you have to have these conversation starting thought provoking statements. What if every client gave you a referral, how would that affect your business? You know what if and that’s, it’s simple. It’s not necessarily intuitive, but when you look at it, you’re like, how come? We knew those words, but you never put ’em together.
And that’s what really resonates with me on our trade show booth, or that’s, it says, imagine if every client gave you one referral.
Steve Fretzin: Yeah, I love it. I love that. Check out that book everybody. And of course, let’s thank our sponsors law, her podcast my friend Sonia crushing it over there. And another great PI experience is the PIM Con coming up in October with our friends Chris Dryer.
And you guys are gonna wanna sign up for that. It’s gonna be. Off the chain. And if people want to get in touch with you, they want to hear more about, I love my PI lawyer. They want to hear more about how to [00:28:00] develop relationships through systems and through gifting and through, walking a buyer and a client through, a process versus just, hazardly going at it.
What are the best ways for them to reach you?
Ed Levy: The best way is, you’re in the car but it’s 3 1 2 4 4 0 1800 or it’s, I love my pi lawyer.com. And it’s, we love it. It’s cute. Usually someone in the audience says No one ever. But the name by itself is a conversation starter, but I love my pi lawyer.com would love to talk with you.
It’s no long term commitments. Proof is in the pudding. Just genuine connections.
Steve Fretzin: Yeah. Ed, thank you so much for coming on the show, sharing your wisdom. And I. You’re in a very unique business that can help a lot of people who are not doing enough to, keep and maintain and sustain those relationships long term.
And I think that’s your driver. So just thank you so much and let’s get back on the golf course this next summer. I.
Ed Levy: You got it. Thanks so much, Steve. Really appreciate it.
Steve Fretzin: Yeah, my pleasure. My pleasure. And thank you everybody for [00:29:00] hanging out with Ed and I today on the Be That Lawyer with Fretzin Podcast.
Again, the goal here, helping you to be that lawyer and really, develop the law practice of your dreams and not just settle for the one you have. And I think you’ve gotta make. Some decisions about how you invest your time, money, and energy in moving things forward. And whether that’s coaching, whether that’s having a good CRM, a good SI gifting system, whether it’s putting new processes in place, lots of different ways to skin the cat on that.
So thanks everybody. Take care. Be safe, be well. We’ll talk again soon.
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. For more information and important links about today’s episode, check out today’s show [00:30:00] notes.