Liz Wendling: The Duelling Banjos of Rainmaking

<p><strong>In this episode, Steve Fretzin and Liz Wendling discuss:</strong></p><ul><li>Removing your blinders to move forward in business. </li><li>The biggest mistakes lawyers make in growing their firm. </li><li>Making a difference in the first 30 seconds of an intake call. </li><li>The process to make the client confident and comfortable in you. </li></ul><p> </p><p><strong>Key Takeaways:</strong></p><ul><li>When you do everything well in a conversation, the close will happen naturally (but, yes, you may still have to ask for it). </li><li>There is always selling involved. If you are in business, you need to sell to stay in business. </li><li>Gather information and make the conversation about the prospective client and less about you and your firm. </li><li>You have to set up the close from the beginning. You can’t expect to hit a perfect hole if you don’t set the tee up correctly at the start.</li></ul><p> </p><p><i><strong>"If you sound like everyone else, then they make a decision based on the lowest retainer. Differentiation begins in the first few moments of consultation by skipping the superficial crap that people still use. There is a better way and it starts with ‘before we get started.’" </strong></i><strong>—  Liz Wendling</strong></p><p> </p><p><strong>Connect with Liz Wendling:  </strong></p><p>Website: <a href="https://www.therainmakingcoach.com/">https://www.therainmakingcoach.com/</a></p><p>Books: <a href="https://www.therainmakingcoach.com/lizs-book/">https://www.therainmakingcoach.com/lizs-book/</a></p><p>LinkedIn: <a href="https://www.linkedin.com/in/lizwendling/">https://www.linkedin.com/in/lizwendling/</a></p><p>Twitter: <a href="https://twitter.com/lizwendling4">https://twitter.com/lizwendling4</a></p><p>Facebook: <a href="https://www.facebook.com/insightbusinessconsultants">https://www.facebook.com/insightbusinessconsultants</a></p><p>Find out more about Liz’s Secret Shopper Offer: <a href="https://www.therainmakingcoach.com/law-firm-secret-shopping/">https://www.therainmakingcoach.com/l