Serve First, Sell Later Marketing
Welcome to the Serve First, Sell Later Marketing with Sylvia Garibaldi. The ultimate podcast for legal, financial and other service-based professionals seeking to grow their practices and attract more high-paying clients through leading edge marketing solutions that feel authentic and non-salesy.
This podcast is your compass to navigate the competitive world of marketing your legal or financial services. Sylvia shares simple insights, strategies, and proven techniques tailored to service-based professionals.
Whether you are a lawyer, mediator, financial advisor, divorce professional or in any other service-based profession, this podcast is your go-to resource for differentiating yourself in the market and building awareness so that those who are in most need of your services will be able to find out about you!
Serve First, Sell Later Marketing
#125 Why Most Consultation Calls Fail (And What To Do Instead) with Steve Fretzin
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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 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 Fretzin
- 07:40 Why Lawyers Hate Selling
- 09:55 Buyer Behavior Has Shifted
- 15:24 LinkedIn As Book Cover
- 19:29 Consult Call Mistakes
- 22:19 Free Consulting Trap
- 23:41 Prescription Without Diagnosis
- 24:29 Sales Free Selling Process
- 26:20 Disqualify Fast Save Time
- 30:16 Follow Up Without Chasing
- 38:03 Stop Getting Ghosted
- 40:59 Parting Advice For Lawyers
Steve’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 steve@fretzin.com, 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 Community
- Upcoming event: Eventbrite Climbing Karma Mountain: How Lawyers Build Business by Giving First
- Set up time with Steve Fretzin: LET'S TALK (Book an Initial Consultation) | FRETZIN, INC.
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