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.comEmail: JRies@OffitKurman.comMobile: 410-733-6133LinkedIn: linkedin.com/in/jries Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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.