In this episode, Steve Fretzin shares how lawyers can stop chasing clients and start building authentic, profitable relationships through his “Sales-Free Selling” approach. He explains how to create a predictable business development process, find your niche, and gain control of your legal career—all without feeling like a salesperson.
If you’ve ever felt stuck between wanting more business and hating the idea of “selling,” this conversation will show you how to shift your mindset, refine your focus, and build a law practice that works for you.
Key Timestamps02:30 – What makes a lawyer successful in business development 04:50 – The power of niching down and focusing on one area 07:45 – How specialization builds authority and better results 10:30 – What “Sales-Free Selling” really means and how it works 13:40 – Why most lawyers struggle with pitching and selling 15:10 – The importance of diagnosing before prescribing 17:30 – How to earn trust and control in every client meeting
About the ShowOff the Clock is the podcast for lawyers and law firm owners ready to break up with the billable hour and build a profitable, joyful, and client-loving practice that truly supports their life.
Each episode features real conversations between Gwen Griggs and Whitney Harper, ADVOS Pro co-founders, and legal experts, entrepreneurs, and attorneys who’ve redesigned their law careers with freedom, purpose, and profit in mind.
Discover tools, systems, and stories to help you stop surviving and start thriving—on your own terms.
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