Hunter or farmer? Grow your law practice into which is best for you

Be That Lawyer

By Steve Fretzin

Steve Fretzin is the author of “Sales-Free Selling,” “The Attorneys Networking Handbook,” and “The Ambitious Attorney.” An expert in legal business development, Fretzin has helped hundreds of law firms and attorneys to dramatically grow their law practices and to be that lawyer — confident, organized and a skilled rainmaker. To learn more, catch Steve’s podcast BE THAT LAWYER on all major platforms, or to find more business development tips go to fretzin.com.

Posted June 17, 2021 11:37 AM

Years ago, when I was coming up the ranks as a sales professional, there were two factions that you fell into. One was as a hunter, hard charging after new business day after day. The other was as a farmer, who took care of the hunter’s new client after the sale was made. Most businesspeople fell into one of these two camps. Since these definitions were created years ago, I’d like to change the paradigm to help you figure out which you are and how to more easily grow your law practice.The new definition for a hunter is an …

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