In this episode, Steve Fretzin and Mark Silverman discuss:

• Building client relationships from the start of your career.
• Bringing your full, authentic self to your client relationships.
• Being forward with those you’ve served when asking for referrals.
• The art of bringing in new work from current clients.

Key Takeaways:

• Even when you’re crazy busy, it is key to reach out to a client or post on LinkedIn or send a text to connect with those in your network.
• Everybody wins in referrals when there is a transferral of trust.
• Be honest about where you can add value and where, perhaps, you aren’t the best fit for your clients.
• Find what works for you and stay consistent with it. You are running a business and want to maintain that forward momentum.

"The worst thing you can do, and what will tank your relationship and career quickly, is to sell something that you have no business doing." — Mark Silverman

Read more from Steve at Above the Law: AboveTheLaw.com/tag/Steve-Fretzin/

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Episode References:

• Matt Campobasso: https://www.linkedin.com/in/mrc1921/
• Sales Free Selling Audiobook: https://www.amazon.com/Sales-Free-Selling-Death-Sales-Methodology/dp/B0D9HWPX6W

About Mark Silverman: Mark serves as Locke Lord’s CMBS Special Servicer Team Leader. When borrowers and guarantors fail to meet their obligations, financial institutions, commercial mortgage-backed securities (CMBS) special servicers and other companies look to Mark to enforce those commitments, in or out of the courtroom. Mark frames and resolves issues involving creditors’ rights, loan workouts, bankruptcy and loan enforcement. He advises large, midsized, and small banks; financial institutions; and financial technology companies across the country, as well as the nation’s largest CMBS special servicers.

Connect with Mark Silverman:

Website: https://www.lockelord.com/professionals/s/silverman-mark-a

LinkedIn: https://www.linkedin.com/in/marksilverman3/ :

Connect with Steve Fretzin:

LinkedIn: Steve Fretzin

Twitter: @stevefretzin

Instagram: @fretzinsteve

Facebook: Fretzin, Inc.

Website: Fretzin.com

Email: Steve@Fretzin.com

Book: Legal Business Development Isn't Rocket Science and more!

YouTube: Steve Fretzin

Call Steve directly at 847-602-6911

Show notes by Podcastologist Chelsea Taylor-Sturkie

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.