In this episode, host Steve Fretzin and lawyer coach Joanne Black discuss the art of building a legal practice through intentional networking, relationship-building, and smart business development strategies.
Joanne shares her decades of experience helping lawyers and professionals connect more meaningfully, manage their time, and turn introductions into real opportunities.
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How to Make Introductions That Matter
Joanne and Steve dive into the importance of context when making introductions. It’s not enough to simply refer to someone because you like them—there needs to be a clear business reason.
Joanne explains that you should help your contacts introduce you in a way that highlights your value and relevance to the person you want to meet.
“We have to help that person introduce us in the way we want to be introduced to the kind of person that we want to work with.”
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By sharing a short, compelling story about your journey and the results you deliver, you make it easier for others to advocate for you.
The Only Thing That Matters in Getting Meetings
The conversation highlights that people take meetings for business reasons, not just because of personal rapport.
Steve and Joanne discuss the power of having your advocates repeat back the story of why a meeting with you is valuable.
This ensures the introduction is set up for success and that both parties understand the benefit.
Mastering Referrals and Follow-Up
Joanne emphasizes the importance of follow-up and accountability in business development. When you’re copied on an introduction, you can see if the other person responds. If not, it’s an opportunity to reach out and have a candid conversation with your client or contact.
She also cautions that referrals can go “dark” if not set up properly: “If it wasn’t set up properly, if it wasn’t teed up beautifully for me or for someone else, there could be a chasing game there. It could go dark real fast and it could waste our time.”
Want more from Joanne Black?
Get to know her work and insights here.
Catch the full podcast episode here.
And if you’re serious about growing your practice, don’t miss my new book, now on Amazon. Check it out here.
Steve Fretzin is a bestselling author, host of the “Be That Lawyer” podcast, and business development coach exclusively for attorneys. Steve has committed his career to helping lawyers learn key growth skills not currently taught in law school. His clients soon become top rainmakers and credit Steve’s program and coaching for their success. He can be reached directly by email at [email protected]. Or you can easily find him on his website at www.fretzin.com or LinkedIn at https://www.linkedin.com/in/stevefretzin.