Lawyers Don't Sell Expertise They Sell Trust with Marty Frenkel

Coffee with Jon - Think Big. Get Unstuck. Grow Your Business · Sep 4, 2026 · 41m

3 Takeaways from my conversation with Marty Frankel

Co-Chair, Financial Services & Real Property Litigation Group, Executive Committee Member, Maddin Hauser

1. Lawyers sell trust — not expertise.

Competence is the baseline. What clients really need is someone on their team who owns their problem with urgency.

2. Find the issue behind the issue.

Ask questions. Build rapport. What someone walks in with is rarely what's really keeping them up at night.

3. Delay gratification. Plan long.

Reverse engineer from three years out. That's not just career advice — that's a life strategy.

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MARTIN…