In this episode, Steve Fretzin and Michael Strauch discuss:Why lawyers are averse to sales. The top 3 things to do during the initial intake phone call. Building trust, listening with empathy and skillfully getting information. Honing your persuasion (and sales) skills that were learned in law school.  Key Takeaways:Clients are the lifeblood of your practice. If you can’t bring them in, you don’t have a practice. Build relationships with your clients from the very first call. If you don’t know what the pain point is, you haven’t ever gotten to the emotional component, and you’re less likely to get the sale. During the intake call, be very clear about what the next steps are going to be.  "People make emotional buying decisions and justify it with logic." —  Michael Strauch Episode References: The 4-Hour Workweek by Tim Ferriss: https://www.amazon.com/4-Hour-Workweek-Escape-Live-Anywhere/dp/0307465357 Connect with Michael Strauch:  Website: https://www.theclosingroom.com/Email: hello@theclosingroom.comYouTube: https://www.youtube.com/@theclosingroomLinkedIn: https://www.linkedin.com/in/michael-patrick-strauch-mps-28403864/Twitter: https://twitter.com/mpsthesalesguyInstagram: https://www.instagram.com/strauchyy/Get your free resources here: https://theclosingroom.com/podcast Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall 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.