In this episode, Steve Fretzin and Matt Darner discuss:

• Challenges attorneys encounter in chasing overdue client payments
• Building strong systems, processes, and roles to keep law firms efficient
• Psychology and communication dynamics that shape how clients pay their bills
• Lessons learned from business mistakes and the growth unlocked by niching

Key Takeaways:

• When lawyers delay or inconsistently send invoices, clients subconsciously perceive the firm as disorganized, which weakens professionalism and makes collecting payment significantly more difficult later.
• Establishing transparent expectations with clients about how billing and payments will work from day one creates accountability, prevents confusion, and reduces the risk of overdue receivables.
• Shifting accounts receivable follow-ups away from attorneys and onto trained specialists or outsourced support ensures that lawyers can focus on high-value legal and business development work rather than chasing payments.
• Narrowing focus to serve a single type of client—such as law firms—can dramatically accelerate growth, create clearer messaging, and lead to deeper expertise that builds stronger client trust and results.

"If you’re not invoicing regularly, it is communicating something is wrong with your business, whether you know that or not." — Matt Darner

Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.

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About Matt Darner: Matt Darner is the Co-Founder and Vice President of Business Development at CollBox, a platform built to help law firms and professional service businesses recover what they’re owed without straining client relationships. Over the past decade, he has focused on blending technology with a human touch to simplify accounts receivable and give attorneys back their time. With a background in sales and business growth, Matt understands the challenges firms face in scaling while staying profitable. His mission is to ensure that hard-working professionals get paid faster and more reliably, allowing them to focus on the work they do best.

Connect with Matt Darner:

Website: https://collbox.co/

LinkedIn: https://www.linkedin.com/in/matthewdarner/

Connect with Steve Fretzin:

LinkedIn: Steve Fretzin

Twitter: @stevefretzin

Instagram: @fretzinsteve

Facebook: Fretzin, Inc.

Website: Fretzin.com

Email: [email protected]

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.