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In this episode, Steve Fretzin and Jim Ries discuss: Gaining trust to earn business.  The power in curiosity.  Warm introductions, follow-up, and being interested rather than interesting.  Be consistent, be active, and be engaged.    Key Takeaways: The key ingredient is trust in doing business with another person or organization.  Prospecting doesn’t have to be a huge time suck. Ask those who are already connected with those you want to connect to for a warm introduction.  Coach those who are introducing you so the table is set in a way that is a benefit to everyone involved.  Staying top of mind with those you are connecting with is key.    "I decided that I was going to double down on my marketing and look for opportunities to get in front of the people that I want to be in front of. And the only way to get in front of people that you want to be in front of, is to create your own event." —  Jim Ries   Connect with Jim Ries:   Website: OffitKurman.com Email: JRies@OffitKurman.com Mobile: 410-733-6133 LinkedIn: linkedin.com/in/jries   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more! YouTube: Steve Fretzin Call 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.