In this episode of “Be That Lawyer,” I sat down with researcher and strategist Matt Dixon to explore what today’s top rainmakers are doing to earn trust, deliver value, and build long-term client loyalty.
We discussed how mindsets are evolving in the legal space, and what truly sets the most successful professionals apart from the rest.
Lead to Your Value
Matt shared that the best rainmakers don’t lead with their résumé. They don’t start with their credentials, degrees, or accolades.
Instead, they lead to those things, starting the conversation with insights their clients care about. That might mean new ways to mitigate risk, grow market share, or achieve business objectives.
By offering perspective and framing the issue in a client-centric way, lawyers position themselves as strategic partners, not just service providers. That shift changes how clients perceive your value from the very first interaction.
Diagnose Before You Prescribe
One of Matt’s favorite sayings is, “Prescription before diagnosis is malpractice.” It applies just as much to lawyers as it does to doctors.
The best rainmakers are those who slow down, ask smart questions, and understand the client’s situation before offering a solution.
This mindset comes from Matt’s research in The Challenger Sale and The Activator Advantage, where he highlights the importance of guiding clients with tailored advice, not canned pitches.
For lawyers selling themselves and their expertise, this approach builds credibility and trust from the start.
Reach Out With Purpose
Many lawyers hesitate to reach out to clients unless there’s an urgent need, afraid of seeming pushy. But Matt’s research shows that clients often feel neglected, not over-contacted.
General Counsel and business leaders say their biggest complaint is not hearing from their lawyers enough. They want professionals who act as a window into the market, bringing them ideas, trends, and insights they wouldn’t hear elsewhere.
Even a short, thoughtful outreach can cut through the noise and remind clients why you’re the one they trust.
This episode is a must-listen for lawyers who want to rethink how they approach business development. Matt’s insights show exactly how top rainmakers build trust, create value, and earn loyalty in a world where competition is only getting tougher.
Listen to the full episode here.
Catch our latest “Be That Lawyer” 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 steve@fretzin.com. Or you can easily find him on his website at www.fretzin.com or LinkedIn at https://www.linkedin.com/in/stevefretzin/.
The post What Today’s Rainmakers Know About Client Loyalty And Personal Value appeared first on Above the Law.
In this episode of “Be That Lawyer,” I sat down with researcher and strategist Matt Dixon to explore what today’s top rainmakers are doing to earn trust, deliver value, and build long-term client loyalty.
We discussed how mindsets are evolving in the legal space, and what truly sets the most successful professionals apart from the rest.
Lead to Your Value
Matt shared that the best rainmakers don’t lead with their résumé. They don’t start with their credentials, degrees, or accolades.
Instead, they lead to those things, starting the conversation with insights their clients care about. That might mean new ways to mitigate risk, grow market share, or achieve business objectives.
By offering perspective and framing the issue in a client-centric way, lawyers position themselves as strategic partners, not just service providers. That shift changes how clients perceive your value from the very first interaction.
Diagnose Before You Prescribe
One of Matt’s favorite sayings is, “Prescription before diagnosis is malpractice.” It applies just as much to lawyers as it does to doctors.
The best rainmakers are those who slow down, ask smart questions, and understand the client’s situation before offering a solution.
This mindset comes from Matt’s research in The Challenger Sale and The Activator Advantage, where he highlights the importance of guiding clients with tailored advice, not canned pitches.
For lawyers selling themselves and their expertise, this approach builds credibility and trust from the start.
Reach Out With Purpose
Many lawyers hesitate to reach out to clients unless there’s an urgent need, afraid of seeming pushy. But Matt’s research shows that clients often feel neglected, not over-contacted.
General Counsel and business leaders say their biggest complaint is not hearing from their lawyers enough. They want professionals who act as a window into the market, bringing them ideas, trends, and insights they wouldn’t hear elsewhere.
Even a short, thoughtful outreach can cut through the noise and remind clients why you’re the one they trust.
This episode is a must-listen for lawyers who want to rethink how they approach business development. Matt’s insights show exactly how top rainmakers build trust, create value, and earn loyalty in a world where competition is only getting tougher.
Listen to the full episode here.
Catch our latest “Be That Lawyer” 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 steve@fretzin.com. Or you can easily find him on his website at www.fretzin.com or LinkedIn at https://www.linkedin.com/in/stevefretzin/.
The post What Today’s Rainmakers Know About Client Loyalty And Personal Value appeared first on Above the Law.
