{"id":127679,"date":"2025-07-22T14:02:43","date_gmt":"2025-07-22T22:02:43","guid":{"rendered":"https:\/\/xira.com\/p\/2025\/07\/22\/selling-without-the-sleaze-what-lawyers-need-to-know-about-modern-business-development\/"},"modified":"2025-07-22T14:02:43","modified_gmt":"2025-07-22T22:02:43","slug":"selling-without-the-sleaze-what-lawyers-need-to-know-about-modern-business-development","status":"publish","type":"post","link":"https:\/\/xira.com\/p\/2025\/07\/22\/selling-without-the-sleaze-what-lawyers-need-to-know-about-modern-business-development\/","title":{"rendered":"Selling Without The Sleaze: What Lawyers Need To Know About Modern Business Development"},"content":{"rendered":"
\"\"
Getty Images<\/figcaption><\/figure>\n

Let\u2019s face it, most lawyers hate the word \u201csales.\u201d But if you\u2019re growing a law practice, you are selling, whether you realize it or not.<\/p>\n

In this episode of \u201cBe That Lawyer,\u201d I had a great conversation with Dan Lear, who heads up partnerships at InfoTrack, about how lawyers can embrace business development without feeling inauthentic or pushy.<\/p>\n

Here are a few key takeaways:<\/p>\n

There\u2019s no room for manipulation when everyone has the same data<\/strong><\/p>\n

Dan shared a story about negotiating for a car and doing the classic walkout move. <\/p>\n

Five days later, the dealer came back with a discount. Why? Because they knew exactly what that car was worth, and so did he. <\/p>\n

The same goes for legal services. <\/p>\n

Clients today can compare you with dozens of other lawyers. <\/p>\n

The modern buyer is informed, and your role is to be clear, trustworthy, and helpful, not salesy.<\/p>\n

\n
\n<\/div>\n<\/figure>\n

Relationships beat r\u00e9sum\u00e9s<\/strong><\/p>\n

Dan shared how, early in his career, he quickly realized that sending out cold r\u00e9sum\u00e9s was a losing game. <\/p>\n

What worked instead? Meeting people. Being curious. Listening to their stories and connecting with them on a human level. <\/p>\n

That natural curiosity and relationship-building mindset turned out to be the most valuable career tool he had.<\/p>\n

\n
\n<\/div>\n<\/figure>\n

Qualify or waste time<\/strong><\/p>\n

Dan also emphasized the importance of understanding who the real decision maker is.<\/p>\n

Instead of bluntly asking, \u201cAre you the decision maker?\u201d which can come off as offensive, he\u2019d say: \u201cTotally recognizing that you\u2019re going to be a part of this, but who else, if anyone, would be involved in making this decision?\u201d<\/p>\n

\n
\n<\/div>\n<\/figure>\n

Ready to position yourself as the go-to expert in your field?<\/p>\n

Learn more about Dan here<\/a>.<\/p>\n

Listen to the full episode here.<\/a><\/p>\n

Catch our latest \u201cBe That Lawyer\u201d episode here.<\/a><\/p>\n

\n

Steve Fretzin is a bestselling author, host of the \u201cBe That Lawyer\u201d 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\u2019s program and coaching for their success. He can be reached directly by email at\u00a0<\/em><\/strong>steve@fretzin.com<\/em><\/strong><\/a>. Or you can easily find him on his website at\u00a0<\/em><\/strong>www.fretzin.com<\/em><\/strong><\/a>\u00a0or LinkedIn at\u00a0<\/em><\/strong>https:\/\/www.linkedin.com\/in\/stevefretzin<\/em><\/strong><\/a>.<\/em><\/strong><\/p>\n

Join Steve and three of the top contributors to his latest book, \u201cBe That Lawyer: 101 Top Rainmaker Secrets to Growing a Successful Law Practice,\u201d for a live virtual event<\/em> at 1 p.m. EST on July 24. Register here.<\/a><\/em><\/strong><\/p>\n

The post Selling Without The Sleaze: What Lawyers Need To Know About Modern Business Development<\/a> appeared first on Above the Law<\/a>.<\/p>\n

\"\"
Getty Images<\/figcaption><\/figure>\n

Let\u2019s face it, most lawyers hate the word \u201csales.\u201d But if you\u2019re growing a law practice, you are selling, whether you realize it or not.<\/p>\n

In this episode of \u201cBe That Lawyer,\u201d I had a great conversation with Dan Lear, who heads up partnerships at InfoTrack, about how lawyers can embrace business development without feeling inauthentic or pushy.<\/p>\n

Here are a few key takeaways:<\/p>\n

There\u2019s no room for manipulation when everyone has the same data<\/strong><\/p>\n

Dan shared a story about negotiating for a car and doing the classic walkout move. <\/p>\n

Five days later, the dealer came back with a discount. Why? Because they knew exactly what that car was worth, and so did he. <\/p>\n

The same goes for legal services. <\/p>\n

Clients today can compare you with dozens of other lawyers. <\/p>\n

The modern buyer is informed, and your role is to be clear, trustworthy, and helpful, not salesy.<\/p>\n