Jody Glidden: How to Be the Lawyer Clients Never Leave—With a Little Help from AI

In this episode, Steve Fretzin and Jody Glidden discuss:

• The evolution and growing impact of AI in professional services
• Challenges lawyers face in client relationship management
• The limitations and future of traditional CRMs
• Strategies for maintaining and expanding client relationships

Key Takeaways:

• 43% of clients leave law firms not because of service quality but due to poor communication and lack of follow-up.
• AI-powered tools like Postilize can monitor relationship gaps and generate personalized outreach suggestions for lawyers to approve and send.
• Keeping in touch with clients through relevant life or business events — like promotions, layoffs, or funding rounds — can significantly boost retention and trust.
• Many lawyers miss business opportunities by failing to engage multiple contacts (“multi-threading”) within a client’s organization, risking total loss when one contact departs.

“If you can ever move [a relationship] to personal, I think then you’ve probably got them for life.” —  Jody Glidden

Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I’ll answer it live on the show—anonymously, just using your first name!

Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let’s make this your breakout year: https://fretzin.com/

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Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/
Episode References: 

Atomic Habits by James Clear: https://www.amazon.com/Atomic-Habits-Proven-Build-Break/dp/0735211299

About Jody Glidden: Jody Glidden is a seasoned entrepreneur, AI innovator, and the driving force behind Postilize, an AI-powered business development platform for professional services firms. With over two decades in tech, he’s best known as the founder of Introhive, which he scaled to a $500 million valuation, delivering 40x returns for early investors. Under his leadership, Introhive grew to over 250,000 users at firms like PwC, Deloitte, DLA Piper, and Baker McKenzie. At Postilize, Jody applies his expertise in CRM, ERM, and AI automation to tackle challenges like missing relationship data, manual processes, and inconsistent client engagement. He integrates Generative AI and real-time event detection to craft personalized outreach and drive scalable relationship management, retention, and client acquisition.

Connect with Jody Glidden:  

Website: https://www.postilize.com

Email: jody.glidden@postilize.com

LinkedIn: https://www.linkedin.com/in/jodyglidden/ & https://www.linkedin.com/company/postilize/

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

FULL TRANSCRIPT

Steve Fretzin: [00:00:00] Hey everybody. Before we get to the show, I just wanna share that whispers are flying, plans are in motion, and something extraordinary is about to be revealed. All will be clear in time, but until then, enjoy the show.

Narrator: You are listening to be that lawyer, life-changing strategies and resources for growing a successful law practice. Each episode, your host, author, and lawyer coach Steve Fretzin, will take a deeper dive helping you grow your law practice in less time with greater results. Now here’s your host, Steve Rezi.

Steve Fretzin: Hey everybody. Welcome to the. That lawyer with Fretzin and podcast, we are here again every week, twice a week, helping you be that lawyer, confident, organized, in a skilled rainmaker. Listen, people that have been listening to the show, they know that I do an excellent job giving myself a pat on the back of bringing on really tremendous guests, [00:01:00] people that can help them with marketing and business development and operations and all that, and you’ve got a truly unique area and background.

I’m so excited to bring you to the show, Jody. First of all, welcome. Glad that you’re here.

Jody Glidden: Yeah. Thanks Steve.

Steve Fretzin: Good to hear. Yeah, we had just a great conversation or two and you took me through a demo with your product postal Lives, which is amazing. We’ll get to that later, and I really enjoyed meeting you and your partner, James.

Terrific guy. We’re gonna get into the weeds today, and I’m excited about it. Let’s start off with our quote of the show, which is, I believe, talking about ai. We think this is the most powerful force in our lifetime. I’m assuming that’s AI or is that a man’s sexual drive?

Jody Glidden: The quote by Jensen, the CEO of Nvidia, just talking about what I think I believe to be true as well is that, I’ve been in tech now for 30 years.

I’ve seen really internet come along. I’ve seen mobile phones come along. I’ve seen a lot of, like the move to the cloud, but I really believe that AI is the biggest shift we’ve had. So far, yeah. Done an improvement [00:02:00] in communication. It’s possibly a, five x improvement in some of the things we do.

Steve Fretzin: Yeah. And if it doesn’t kill us, it will make us stronger. Is that the idea? Yeah. Yeah. I guess that’s the concern, right? Yeah, a little bit. You got a lot of good actors and a lot of bad actors, and it’s, I try not to think about those things too much, but ultimately I’m hoping that it’s for the betterment of our world.

But

Jody Glidden: one of the other quotes that Jensen has that was really good is he said, you’re more likely to have to worry about somebody who. Not AI taking your job right now it’s about somebody who’s good at AI taking your job,

Steve Fretzin: right, the people. So I think so the way that we talked about years ago, I was talking about, the value of LinkedIn and how you need to be really good at LinkedIn, how it’s gonna help you grow business.

’cause I was dealing with entrepreneurs at the time and the way that we talk about our smartphones and how we use them now, and then ai right five x to that and the people who know how to use it. And even I’m using it daily, but not. To like totally improve my world. Mainly it’s been like, improve this article or improve this LinkedIn post.

Or give me an [00:03:00] idea about, five ways to whatever. But I know that there’s gonna be a lot more important ways to use it.

Jody Glidden: I find that I’m learning all the time. I’ve been in it really that since the beginning of ai and I’m still learning every day. I was preparing for this podcast and I wanted to.

Pull some stats and, in five minutes I had, a bunch of great stats from studies and everything that I just would’ve never, it would’ve taken me days to do that.

Steve Fretzin: Yeah. This is what we’re doing now and the, the other big shift is, asking Google and getting, a bunch of crap versus asking AI and getting like the actual answer or what potentially could be the real answer.

Hey everybody James Glidden is the founder of Postal. You have one of the most tremendous and deep backgrounds in technology of really anyone I’ve had on the show. And I’m gonna ask you to figure out how to get it to two minutes or less, but No, and you can take some time, but like we give us a little background on where you come from.

Jody Glidden: Yeah, sure. Yeah. So I got into tech really in the early nineties, did a several startups. Where it really became most relevant was in 2010 when I [00:04:00] started Introhive. So Introhive is really one of the bigger names in legal software, professional services software. We had we signed 50 of the top 100 law firms in the world 10 of the top 20 accounting firms in the world.

And it was really, I think the beginning of what we now call the ERM space. Back then there was really only contact net and Contact net didn’t. It was just a list of email addresses of who people knew, but it didn’t. The big innovation back then was just flushing out all the information about who the person really was and doing a better job around scoring and some of those things as now it’s become a must have for most of the big organizations.

So two and a half years ago, I decided to start a new company around generative ai because that was really when it was beginning, and I thought. It’s really great to give people a lot of information and intelligence around the relationships that they have, but would there be things that we could do to help fix it?

And that’s what we started with with Postal Lies.

Steve Fretzin: Yeah, and I think one of the things that I [00:05:00] really liked about Postal lies and it really relates directly to where lawyers have one of their greatest deficiencies, which is how are they maintaining, developing and sustaining relationships over time?

And it’s, I help them with that, right? As a business development coach, I have to step in and say, look, these are the people that give you work. These are the people that refer you. These are the people that are most important in your life, and you’re ignoring them, not intentionally, but you’re not able to communicate with them.

And so we all are continually trying to figure out ways to do this. And sounds like that’s, what you’re bringing to the forefront. But let’s talk about why do you believe lawyers struggle so much with the follow up and follow through and maintaining relationships?

Jody Glidden: There was a famous person, the Dunbar’s Law, you probably heard about this one, where they, it was around the time that social network were coming along.

The people were talking about Dunbar’s Law, how you could really only keep in touch with about 140 people on average. And I think that was before the use of technology. And [00:06:00] so what ends up happening is some of the best rainmakers out there. Up still being limited by this Dunbar’s law and still really spending the majority of their time keeping in touch with about 140 people.

That ends up becoming a problem because the best rainmakers obviously have a lot more potential than that.

And and then you have other people who like, are, let’s say associates or people who wanna know how to become a rainmaker and they don’t even, they haven’t even built those skills at all yet, partly what I think technology’s gonna help with is allowing people to keep in touch with a lot more people. There was a study by the Altman group that showed that 40, I think it was 42 or 43% of clients who left an attorney. It wasn’t because of the legal work, it was actually because they weren’t keeping in touch with them and they felt ignored.

Steve Fretzin: Yeah, it’s one thing, like I was talking, I have a, I teach a class every Tuesday morning of attorneys from around the globe that are learning, business development and marketing and such. And we were talking about, how do we track people that meet with, [00:07:00] how are we keeping in touch with them?

And, we have, CRMs and we have, Excel spreadsheets and it seems both of those are failing at a fairly high level as far as how we’re keeping our networks and the time that we’ve invested in those networks close to us.

Jody Glidden: Yeah. Yeah. I’d say that’s true. Especially with attorneys.

Attorneys are, as they’re being pressured to bill more hours. And so the last thing they want to do is be logging things in a spreadsheet or a CRM and then going back and referring to it all the time during the day who am I ignoring? Or, what should I be doing? And then when, let’s say they do.

Find out who they’re supposed to be keeping in touch with because they may have been ignoring somebody for a while. What’s the conversation starter gonna be? And how not you want to, when they’re dealing with general counsels, with CEOs, CFOs C-level executives the relevance of reach outs is really important.

You don’t wanna seem like you’re wasting somebody’s time.

Steve Fretzin: Yeah. I,

Jody Glidden: I remember I used to get inundated with newsletters from law firms. I just felt I just usually put them in the trash because I. It wasn’t really a relevant communication for me.

Steve Fretzin: [00:08:00] Yeah. I think a big part of it too is nostalgia and really taking notes and writing down, like all you and I spoke about, something, in particular, and let’s say it was, we’re talking about James.

Okay, whatever. And then when we get back on the call today, I mentioned James and how’s he doing and all that. That could be a teenager, that could be a restaurant you went to, that could be your love for bourbon. Like whatever it is that. You took a note on the last meeting, bring that up on the next time you talk to someone.

And especially when people are involved with, family and, sharing about something personal. Again, if it’s something horrible, you don’t wanna necessarily bring it up, but, you could check. How are you feeling? How are you doing with, I know you went through a lot last month.

Not enough of that’s happened.

Jody Glidden: Yeah, you do. I noticed you do a really good job of that. You get it. I had an especially good attorney that was really good at that as well from the Valley where I. He would like, he knew, he would remember the stories that I told, and I’m sure that, there were a million other tech companies that he was dealing with, but he would always find time to say, how’s Peyton how, how does she do in [00:09:00] rowing?

And, all these sorts of things. It makes a big difference because when you’re thinking about, you’re getting hit up all the time by other law firms, the more successful your company, the more you’re getting hit up by other law firms, to getting invited to that ski trip or the Goldman conference or whatever it is.

If you have a personal relationship with somebody, you’re way less likely to leave.

Steve Fretzin: The interesting thing too is I meet with a lot of people and I can tell if they’re taking notes or not even on a zoom, like they’re looking down when I say something maybe important, like they ask me like who I wanna meet and I tell them who I wanna meet, who are good connections for me, and they’re just looking right at me and I’m like, you must have a really good memory or you’re just not.

And that’s not realistic. Like I also do networking groups. I run and I, we sit around in a small group of six of us, two people are taking notes. Four aren’t. Yeah. And the four who aren’t, are the ones who, who never speak up to connect anyone. And the ones that write things down do I’d love to say our brains are really good, but they’re not.

They’re, we have

Jody Glidden: memories like fleas and, I think a lot of people, if they do take notes, the notes that they’re trying to remember are the things about the [00:10:00] matter or about the business. But it’s really, it’s a great idea, I think, for everybody to also take note of the other things.

Steve Fretzin: Yeah, no doubt. So whether it’s for nostalgia purposes, for connection purposes, checking in, but let’s, you mentioned a great stat earlier too, that 43% of companies or clients leave lawyers because of lack of communication. What would you say then are some forms of communication that. Allow you to be more responsive, allow you to be more in the know with your clients, where normally, you’re just distant as long as they’re not dealing with the matter.

Jody Glidden: I think a couple things are really important. Things that are personal are really great things that are in the moment relevant to their business

For example, if the person goes through a big. Life change like a, a wealth change or something like that. If the business goes through a big change, like a financing, an acquisition buy side or sell side, the person’s on a podcast for example, like this.

These are all things that you can hit people [00:11:00] with that are relevant and timely. And and then, also I think things that are to do with their interests. If you know that, let’s say it’s. Like myself, somebody that’s interested in ai, and it’s been a few months since we spoke and you saw the news that came out about deep seek, then, try to keep a few of those people in your mind and think, oh, I bet they’d be interested in this.

That’s a constant that, that’s a great way to add value. One of the best ways I’ve found that people at add value is offering introductions. So if you have nothing else to do, it’s always free and a great idea. Hey, it’s been a few months, hey Jody, how you been?

You’re probably thinking about your series a soon. If you ever need any introductions, I’m happy to help. That’s free. And usually immensely appreciated.

Steve Fretzin: I would go a step further and people that know me know I do this every day. And it’s, Jody, I know you’ve got X, Y, Z going on.

I met someone recently who I think might be ideal to send you work or to, I think actually when, this is a real story, that when you and I met. I did like right away send you two or three good connections of people that [00:12:00] I thought could use postal lies and work with you. I think it’s asking is important and actually being proactive and making connections that are valuable to others is a great way to not only communicate, but also keep people where it could just be a business relationship to make it more personal and to make it more sticky.

Jody Glidden: Absolutely. Yeah, that, that’s it a hundred percent. And if you can ever like just keep in communication. Is half the battle, like that probably cuts that 42, 40 3% down to, 10 or 20% if you can ever move it though to personal.

I think then you’ve got probably got them for life.

Steve Fretzin: Yeah. I think personal, being a great lawyer would be another thing.

And how are you becoming their consigliere becoming their go-to person? So they work with you for ip. That’s your focus, but they’re calling you about a litigation concern, an employment concern. They’re calling you about an m and a deal that they need help on because they trust you. They want to, get a referral from you first.

Yeah. That’s when, you’ve hit the [00:13:00] jackpot. That company, that GC whatever, probably isn’t gonna leave you anytime soon.

Jody Glidden: Yeah. I got a, I was walking into the basketball game. Last night and I get a call from my lawyer who we hadn’t spoken in probably a month and a half, something like that.

He was just, he said, how you been, how’s that thing that we were talking about a while ago? And I was like, oh, great. And I stopped and talked to him for a few minutes and I bounced a couple of ideas from. And I know that when those inbound calls ’cause I’ve worked with ’em for a lot of years.

I know that when those inbound calls, the keep in touch calls that happen, it was like a five to 10 minute call. I know I’m never billed for those. That’s a way for him to build a relationship and, but that he gets me in the habit of like you said, being the confidant of Hey, I got an idea.

I’ve been thinking about this. What do you think about this? It’s a really great idea if you can afford the time to do it.

Steve Fretzin: I think the, going a step further afford the time. I think you have to do it. I think you have to set time in your calendar. I’m helping lawyers set time in their calendar to do.

Business development. But what’s the best business [00:14:00] development? The best business development is the low hanging fruit that are your clients. Yeah. There’s upsell opportunities, there’s cross-sell opportunities, there’s connection opportunities to get from one GC to another one, CEO, to another. And I don’t think lawyers know how to do that.

They might make the call, but they’re not really, in a position from a language standpoint or even maybe a. Process standpoint to do that effectively. And do you have any thoughts about ways to have that conversation?

Jody Glidden: Yeah. We talked to people about multi-threading, so I think it’s, I’m thinking back to the Introhive days, right?

We had 400 people at Intra Hive and and people the attorney would, he built a relationship with me. Eventually over time built a relationship with the head of HR and with CFO and with other people. That’s a really great thing to do. I think in today’s world, it’s actually pretty easy to do that if you just do it in a very light touch way.

So simply look them up and follow ’em on LinkedIn. Watch whenever they post something and the post, reshare it for them if you can. [00:15:00] Things like that. Those are just real easy ways to be known and be top of mind. Yeah. I to one of the world’s largest law firms the other day, and. It turns out that when they surveyed their customers their top clients, that those top clients are giving workaway to about 10 other firms on average.

So I think we often. Think that we’re exclusive and often the companies are a little bit promiscuous, yeah, the more you can stay top of mind, you get a lot, it’s a lot easier to get new matters from existing clients than to get new clients.

Steve Fretzin: Yeah. But I love what you’re saying about multiple touches within an organization, because the worst thing that can happen to attorney is their GC that they have a deep relationship with Leaves, goes to another company and thought would be, take me with you.

They may or may not be able to, right? There might be a board, A CEO, there might be someone else who’s dictating, Hey, we don’t work with your guy. We work with this firm. This is our company. This is how it goes. By the way, you also then lose the business of the [00:16:00] company that you’re working with. ’cause your best relationship just took off.

You don’t have the relationship with the ceo, the hr, the any, anybody else. And so now you’re actually at risk of losing both versus the at the benefit of keeping both.

Jody Glidden: Absolutely. You also, like the more conversations you have in the organization, the more matters will just fall from the sky, right? ’cause oftentimes we have things in our head like, there’s a sticky employment issue, or there’s, Hey, I’ve been thinking about, should I, for this grant program, should I open a subsidiary in this certain country or whatever? And you just, it never leaves your head because it’s not maybe top of your priority list at the moment.

But if some inbound call comes or a. Connection request comes on ly. Actually, maybe I’ll just give a call and work that one out. Give that one in progress. Yeah.

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So one of the biggest questions I get from lawyers is about CRMs client relationship management tools. There’s a few that are set up for lawyers specifically. There are many that are set up for companies that can be customized and all that, and I find that most attorneys are very hesitant to use for a number of reasons.

One might be, again, how much time it takes and the laborist, actions that you have to get into to put in all the information and notes and emails and all the things [00:18:00] that connect. The other is they don’t always wanna share their secrets. Meaning, that you drink coffee protein shakes and that you’ve got, a child named Peyton or whatever it is that, that I know about you and my, I don’t want my firm to have that access to that database because that’s my.

My relationship with you as my client, for example. That’s the value that I have and I don’t necessarily need or want my firm to have that. I don’t mean to be that, negative about it, but I’m just being honest. That’s a potential concern.

Jody Glidden: Yeah, for sure. I’d say back in 20 10, 20, the first two or three years that, that I was doing introhive, it was a big problem.

Even just having. Attorneys index who they know. And then, CRM became a lot more popular in law firms and then it was expected that it gets a lot deeper than that. So I think we’re probably only ever gonna get, so far, I don’t think people will give away the protein shakes and the personal details that really make that relationship super sticky.

But [00:19:00] I think the most important thing is at least figuring out who knows who. Figuring out the gaps in communication, fixing them, not just knowing about them as an organization, but fixing them. Yeah. Now what I find in a lot of organizations is you have a business development department that has, because nobody wants to log into the ERM or the CRM.

They created a business development organization to do that for them and monitor things. And then you get frustration from the BD team sometimes saying like. I know there’s relationship problems here with some attorney in the outside world, but it’s difficult for me to fix it because they have to get on their calendar to get in there, give them ideas.

Partly what we’re trying to solve is that as well, so we can just. Tee things up, have the BD person be able to tee things up for the attorney and then with the attorney’s permission, maybe even send on their behalf. Yeah. So that just, we’re trying to take, as much off their plate as possible.

Steve Fretzin: What I like about that is the idea that attorneys may feel that this is something they have to do on their own when in, could be an assistant, a paralegal. Yeah, it could be a [00:20:00] BD team. That can step in and actually help you with your CRM, not only doing input, but, and I think the other thing is, with the advent of ai, even in years past, emails for example, would be automatically brought into the CRM so that when you look at the notes, you have all the emails attached that, of all the correspondence you’ve had with that particular client.

So it’s not acting on its own, it’s bringing in other outlook, calendars and emails and things that you’ve done. How do you see. Mean firsthand. You’re seeing how AI is impacting CRM world. How do you see it? For what? Where it’s been? Where it is now and where it’s going?

Jody Glidden: Yeah, I guess that’s a really good point.

When you’re speaking, I was thinking, I’m not sure that in five years, CRM will even really be a thing at least relied upon in the way that it is today, because what we’re, if you think about why people started adopting CRM in the first place. It wasn’t to have a CRM, it was to be more organized.

And create continuity when [00:21:00] people leave and all these sorts of things. So if you have a system that’s helping you create continuity and helping you stay organized, the question is what formal will that come in? And I think we’ll see how that all evolves, but I think it probably won’t be a system that you go enter a bunch of stuff in.

We all the modern CRMs are moving to. Okay. We’re gonna just try to get the stuff in there that’s important. And I think there’s a next step to that too, which is everything should be measured automatically without people having to do anything. Let’s not show them information. Let’s give them actions where they can just go ahead and let their BD per person or the attorney or the assistant or whatever, just go ahead and do it for them.

There’s just the important part is keeping the relationship strong. That’s really it.

Steve Fretzin: Yeah, and I think, there’s that saying in operations, if you can’t measure, you can’t manage it, and there isn’t enough being done to measure a pipeline to measure conversions of. A relationship to a lead, to multiple leads to how those leads convert.[00:22:00]

So that’s a, you know what, pipeline management is what A CRM does also, and I don’t think people stay up with it and they don’t necessarily then follow up. If somebody doesn’t sign with them and they have a pipeline of 20 past prospects, they just all let ’em die out on the vine.

Yeah. How can you see the AI and the CRM coming together to start impacting that?

Jody Glidden: I was thinking about this one the other day because I had a friend that got an engagement letter they were asking for an attorney for litigation, and I gave them a great referral. The attorney spoke to them, sent them an engagement letter, probably a pretty big case.

And and then the attorney followed up two or three times. Hey, are you gonna sign the engagement letter? Are you’re gonna send me a letter? Person got busy. Never got signed. And then I, first thing I realized it’s been a while and that’s probably the last chase they’re gonna do. And now this client’s gone.

And I was thinking it’s a shame because there’s probably a million of these engagement letters that are out there waiting to be signed. The client, that’s fine with signing it. They just got busy. And so even just the simple thing of chasing and [00:23:00] chasing it, it becomes so onerous for attorneys and it’s not a great use of their time.

So I think that all needs to be modernized.

Steve Fretzin: Yeah. Give us then. And wrapping things up, what postal lies does and ’cause I think what you’ve done is you’ve put together CRM and AI and client retention and loyalty. How do you develop all that through software that sort of takes it out of the hands of the lawyer?

Jody Glidden: Yeah, exactly. So what we first tackled was keeping in touch. Just the simple, taking things from ERM and measuring relationships to doing something about it.

So it will, look the person off when it’s been too long since you spoke, it will look everything up, try to find a really great reason to reach out, and it will just do the thinking for you and draft the message and then you can just simply hit approve.

That’s and. We spent a couple of years focused on how do we make that the draft so good that they just want to hit Yes. Yeah. That they do [00:24:00] a lot. That, because that’s the thing,

Steve Fretzin: like who wants to sit and then edit an email that’s gonna go out and you’re now spending 10 minutes, reading and editing, and I think you do have to review it.

I think that’s part of what we are all learning about AI is that we have to at least review it. But, giving it a once over and hitting send is very different than figuring it out on my own. Crafting the email and then hitting send, which could take, I dunno, 30 minutes maybe to do for one person.

Jody Glidden: Yeah, that’s right. And it does a couple of hours of research on the person before it decides what it should write and drafts the email. So that’s a big efficiency right there, is just make just the ideation part of it. Okay. And, we spent a lot of time on humanization to just make sure that the.

It doesn’t sound like you’re just generating a bunch of ai, okay. That it sounds like Steve, and that it’s relevant and useful. So that’s to keep in touch. The second part that we spent a bunch of time on was around getting new clients. And this is more for the small, to me, mid-size firms.

But still a big problem is how do they meet new [00:25:00] clients or new people within their big clients? And that’s, helping them remember to follow people on LinkedIn to like their posts. The fact that the, these people even did post that. Most people are, this is gonna go right by them and they don’t wanna be on LinkedIn all the time.

So just automating a bunch of that stuff, researching when people all of a sudden become. Relevant and in the cross hairs, like all of a sudden now they raised more than 5 million or 50 million or whatever, or now all of a sudden they, they’ve went through a mass layoff or something that is a triggering business event and just taking notice of that.

Being how you know, you would be as an attorney and what would that message look like for you and just doing it for them so that they can just hit approve.

Steve Fretzin: Yeah. So I, look, I saw that you guys just laid off 50 people. It was in the news at this re this source. I just wanna make myself available if you have any questions about how to, better manage that or if you need any help and whatever.

Like it’s creating a message that is relevant to the situation and you’re still approving it. It’s not going out automatically. But I think that’s [00:26:00] so much more efficient than what people are doing now, which is just ignoring it and forgetting it, and just not commenting at all. There’s just a fine line between.

Effective communication and no communication. And we’ve gotta have a way of doing something versus nothing.

Jody Glidden: Yeah, that’s right. And there’s some really relevant things that it’s just impossible for people to keep track of on their own. Like for example, when a GC leaves a firm and goes somewhere else, if you find that out three or four weeks later and then you reach out to them.

’cause now they’re GC of Shopify, it’s too late. Yeah. They’re already immersed. So the internet

Steve Fretzin: knows before most people know. And then you’re able to leverage the AI to take advantage and get something out before. The masses do. And it’s hey, the early bird gets the worm type

Jody Glidden: of thing.

That’s right. And it’s like that with all these business events, whether it’s an acquisition or whether it’s financing or whatever.

Steve Fretzin: Yeah. I think we’ve covered a lot, especially regarding the importance of how we maintain and develop and even expand relationships and clients.

Let’s move on to your game changing book. Now, this is one that’s been mentioned on the show a number of times, and I agree. It’s solid, it’s [00:27:00] atomic habits.

Jody Glidden: Yeah. Yeah. I thought that was a really great book for me and for our team is just thinking about what is you can do this quarterly, you can do this monthly, but what’s one thing that we could move this month that would, I.

Make us even one or 2% better than we were for the month. Yeah. And if you continue to make these small changes, it’s interestingly, they pat Riley was one of the first, to to implement this. And that’s, I think why he had such a historic career. But he was at the game. I just noticed him at the game last night.

Wasn’t an incredible idea, really just to make to stop thinking about what are the massive things you could do and just think about doing a bunch of little things.

Steve Fretzin: Yeah, even someone that’s, running a marathon and or a free or someone taking a free throw and they’re at 80% and they get to 83%, that’s, yeah.

Life changing in their career if you keep in incremental improvement. Yeah. We talk about, hey, big goals and let’s set big goals. And you know that for a lot of people that’s not gonna do it. It’s what we do in the little breakdown of the activities, incremental improvements, as we said.

So [00:28:00] check that out. By the way, there’s also a great YouTube video on Atomic Habits by James Clear everybody in that, I think it’s 20, 30 minutes, but it breaks down the book very well. So if you’re not into reading and you wanna watch a video, you know that will help you make those changes. Fantastic. Let’s take a moment.

Thank our sponsors law, her podcast. Check that out. Always bringing on engaging guests and talking about being your best version especially as a woman attorney on this very challenging environment. And then, of course, rankings io Great SEO company, their PIM Con conference coming up in October.

Jody, if people wanna learn more about you postal lies, they want to understand what is this amazing new AI CRM. Type of tool that will help improve efficiencies? How they reach you.

Jody Glidden: They can reach out to me on LinkedIn. So JODY. G-L-I-D-D-E-N and they can also check us out@postlies.com, P-O-S-T-I-L-I-Z-E.

Steve Fretzin: Yeah, and we’ll put all that in the show notes. But again, I think, anytime a new technology comes along that’s gonna help [00:29:00] lawyers do better be better, focus on the low hanging fruit and relationships that you already have. Great software can fix a lot of problems and save a lot of time.

So I appreciate what you’re doing to advance this industry that I love and near and dear to my heart. Appreciate you.

Jody Glidden: Yeah, I love the podcast. Thanks for having me on.

Steve Fretzin: Yeah, absolutely. And thank you everybody for hanging out with Jody and I today and be that lawyer with Fretzin in podcasts. Go back and check out some previous episodes.

Make sure you give us a thumbs up, a five star, a kind review, tell a friend. We’re here for you, but we’re also here to get the word out that we’re here to help the industry and we’re here to help your friends in legal as well. So thanks everybody. Be safe. Be well. We will talk again soon.

Narrator: Thanks for listening to be that lawyer, life changing strategies and resources for growing a successful law practice. Visit Steve’s website Fretzin.com for additional information and to stay up to date on the latest legal business development and marketing trends. For more information and important links [00:30:00] about today’s episode, check out today’s show notes.