Blog | FRETZIN, INC.

You probably read the title of this article twice because you know I’m all about the legal biz-dev game. Many of my articles are written around experiences I have in…

Five Easy Steps To More Effectively Handle The Overwork And Stress Of A Lawyer’s Life

March 29, 2022

Lawyering is like swimming laps in a cauldron. You’ll never go the distance unless you treat it like an endurance sport. With the right strategies, though, you’ll not only have…

Rainmaking Women in Law: Envisioning the Future of the Legal Industry with Powerful Women Leading the Way

March 18, 2022

While there are many reasons the legal industry is changing, including the recent diversity effort, new work from home policies and the Great Resignation, the playing field is rapidly being…

What is a Long-term Nurture Email Campaign?

March 10, 2022

Marketing, Uncategorized

Contributed by Jordan Ostroff, Esq., President of LegalEase Marketing Have you ever signed up for an email list thinking you’ll be bombarded with content only to realize weeks later they…

Developing a Strategic Partner Development and Loyalty Plan May be the Key to Long Term Success in your Law Practice.

February 12, 2022

One of the greatest challenges lawyers face in growing and sustaining a successful law practice is staying in touch with referral sources. It’s amazing how life gets in the way…

Building Positive Habits to Drive Business Success as a Lawyer

February 1, 2022

One of the best quotes I’ve read in years is by former football player Emmanuel Acho. He said, “The reason people fail is because they give up what they want…

What does the Beatles Documentary “Get Back” Teach Lawyers about Building Relationships?

December 14, 2021

Have you ever had a friend show you a picture or video from your past that brings back vivid reminiscences that you’ve simply forgotten? Maybe it showed some forgotten insights…

The Latest Epidemic in Legal: Losing Your Talented Attorneys

November 22, 2021

It’s like nothing the legal industry has ever seen before. Lawyers are being poached at record levels while others are leaving willingly to find a new, different or better firm…

When it Comes to Marketing, Let’s Make 2022 the Year of ONE THING

October 28, 2021

If you are looking for a fun, engaging and educational way to consume content on legal business development and marketing growth, check out my podcast BE THAT LAWYER. While this…

The DEI and BD Connection: Leveraging Business Development for Career Advancement

September 21, 2021

Let’s start this article with the obvious. I’m a white guy. Does it mean that this conversation shouldn’t happen or be initiated by me? In a recent podcast interview with…

Don’t do what you love, do what you love to do for others

August 23, 2021

There’s a saying you may have heard before, “Do what you love and you’ll never work a day in your life.” –or something to that effect. I’ve bought into this…

Is Peer-To-Peer Advisory for Lawyers the New “It” Factor?

July 20, 2021

At some point over your legal career, you probably found a mentor, coach or advisor to help you navigate the legal landscape and to maneuver through rough waters. Everyone knows…

Hunter or, Farmer? Grow your Law Practice into which is best for you.

June 16, 2021

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…

Finding Gold as a Lawyer Takes a Miner’s Mentality

May 6, 2021

Let’s be honest, we all have our guilty pleasures on TV. For me, it’s a reality show called Gold Rush. You might find this a little sad or you may…

Podcasting for Lawyers: For a Select Few, It May Be The Promised Land

April 23, 2021

Have you ever watched a late-night talk show and wondered, could I do that? I have. That being said, it was never something I took seriously or pursued beyond my…

Five Personalities That Should NOT Hire a Coach

March 11, 2021

If you’ve been reading my “stuff” over the past five years, you know that I always try to provide valuable takeaways and tips to improve your business development. This article…

Top Issues Attorneys are Having with Business Development

February 22, 2021

In working with thousands of attorneys over the past 15-plus years, I always ask the same question, “With regards to business development, what are your primary challenges, frustrations and concerns?”…

Walt Hampton Podcast Highlights

January 27, 2021

Enjoy the highlights from my interview on BE THAT LAWYER with Walt Hampton! This edited transcript addresses time mastery, how full reactivity mode can set you back, and how freedom…

Dan Gershenson Podcast Highlights

January 21, 2021

Explore the highlights of my interview on BE THAT LAWYER with Dan Gershenson! This edited transcript addresses lessons learned from developing a small business, the biggest mistakes made in social…

Social Media for Lawyers: Developing Your Personal Brand to Drive New Business

January 20, 2021

One of the most common questions I’m asked as a business development coach for attorneys is, “Should I be posting on social media and is this a good use of…

Geo Bellas Podcast Highlights

January 13, 2021

Here are some great highlights of my interview on BE THAT LAWYER with legal superstar and tech master Geo Bellas! This edited transcript addresses technology advancements in the legal field…

Roy Sexton Podcast Highlights

January 4, 2021

Business Development, Interviews

This is an edited transcript of the interview I conducted back on October 5, 2020. If you haven’t heard of Roy Sexton, he’s a truly unique, one-of-a-kind personality in the…

Walker Lawrence Podcast Highlights

November 23, 2020

This is an edited transcript of the interview I conducted back on June 1st 2020. If you haven’t heard of Walker Lawrence, you’re going to love this interview. In addition…

Legal Business Development lessons from…Seinfeld??

November 22, 2020

Business Development, Personal

I don’t know about you, but I’m a huge Seinfeld fan. I’ve probably seen each hilarious episode four or five times. Even with the massive amount of shows being pumped…

10 Tips to Improve Your Zoom Meetings and Drive New Business During a Pandemic

October 29, 2020

Business Development, Networking

As your friendly neighborhood lawyer coach, I get the privilege of hearing excuses from attorneys on why business development growth is down right now. While no one can deny that…

Two Growing Trends in America: Platform Tennis and Legal Business Development

September 30, 2020

Business Development, Personal

Part of being an effective marketer these days is authenticity. I’m trying to practice what I preach by sharing more about my personal life and the interests that occupy my…

Business Development for the Lawyers Who Hate It

September 15, 2020

I’m sitting here this morning at a Discount Tire in Mount Prospect waiting for my car to receive four shiny new tires. The problem? My lease is up in two…

Fishing for New Business for Your Law Practice

June 28, 2020

Chicago Daily Law Bulletin, Coronavirus, Recession

Steve Fretzin, his father-in-law, and his son enjoy a fishing expedition. Recently I enjoyed the most wonderful fish fry dinner with my family. We have this special treat each summer…

Coronavirus-Proofing Your Law Practice

April 30, 2020

Well, if you’re not totally sick of people advising you on things to do during the pandemic, I hope I can help you out today. Since we are both experts,…

Going Solo: Five Important Steps to Ensure Success

March 27, 2020

Business Development, Solo law practice

Whether you’re dealing with slashed hours, compensation reduction or general reduction in legal staff, it’s never a bad idea to get prepared for going solo. The unfortunate truth is that…

FRETZIN’S Five Email Tips that Get Results for Lawyers

February 26, 2020

Business Development, Chicago Daily Law Bulletin, Networking

One of the biggest time wasters in legal business development is emailing. You might have asked yourself one of the following questions: Is my email too short or too long?…

Revisiting LinkedIn as a Power Tool for Legal Networking

February 14, 2020

Business Development, Marketing, Social Marketing

It’s hard to believe that I started teaching LinkedIn over 12 years ago. Back then, in a room full of 50 people, I would ask, “How many of you are…

Law Firm Culture: Three Areas to Evaluate

December 18, 2019

Originally published in Chicago Lawyer Magazine in Dec. 2019. By Steve Fretzin Culture has been defined as “A way of life of a group of people–the behaviors, beliefs and values…

Top 10 Business Development Snafus to Avoid When Building Your Law Practice – Part 2

December 10, 2019

Business Development, Chicago Daily Law Bulletin, Networking

Last month I provided five of the harshest business building snafus that lawyers experience in trying to build a successful law practice. In case you missed it, this included: 1.…

Top 5 Business Development Snafus to Avoid When Building Your Law Practice

November 24, 2019

By Steve Fretzin With 2020 knocking on our front door, it might be time to take stock and look to make changes in the new year. If you’ve read my…

Five Time-Saving Networking Tips for Lawyers

October 30, 2019

Chicago Daily Law Bulletin, Networking

As you’re scrambling to find new originations as the year ends, it might make sense to look at where mistakes were made and inefficiencies held you back. One critical area…

Strategies That Can Help Female Attorneys Succeed

September 23, 2019

The legal landscape is always evolving. In the not too distant past, the idea that a woman could or should make it rain or run her own firm was considered…

Tips for Lawyers to Improve Their Public Speaking

August 21, 2019

Business Development, Chicago Daily Law Bulletin, Marketing

Many of the attorneys who hire me to help them with legal business development efforts are struggling with how to get better results with their public speaking. I hear things…

Is Your Law Firm Overlooking These 5 Marketing Keys to Growth?

July 11, 2019

While there are many different things you should be doing to market your law firm this year, there are a few “must dos” that can mean the difference between simply…

Harrowing Life, Death Experience Not Needed to Set Your Goals

April 30, 2019

Business Development, Chicago Daily Law Bulletin, In the Press

I’m sure you have read about people who were given a second chance at life? Well, I’m one of those people. In 1996 I was a passenger on a privately…

Attorneys Need Forward Progress When Building a Book of Business

March 28, 2019

Business Development, Networking

Imagine that you’ve just had a productive call with a new prospective client and she says, “Terrific, let me think about this and I’ll reach back to you in a…

How Can I Get More Legal Clients?

February 25, 2019

Networking, Sales Free Selling

In some form or another, virtually every lawyer will at some point ask themselves, “How can I get more legal clients?” We attend networking events because we believe that we’ll…

Crazy Times. Is it Time to Recession-Proof Your Law Practice?

February 14, 2019

Chicago Daily Law Bulletin, Marketing, Networking, Sales Free Selling

Originally Posted on the Chicago Daily Law Bulletin In 2008 my phone started ringing off the hook. Attorneys from all over Chicagoland were panicking due to reduced billable hours, lost…

Repost: Staying ahead of the game, growing a legal practice efficiently and ethically in 2019

January 28, 2019

Business Development, In the Press, Interviews

Written By: Brad Rosen, J.D. Originally Posted Here: https://jimhamiltonblog.blogspot.com/2019/01/staying-ahead-of-game-growing-legal.html Chicago-based attorney marketing coach, Steve Fretzin, recently presented a workshop focusing on key business development principles, networking skills, and social media trends for…

Be the Best Type of Legal Networker

January 21, 2019

In order to be the best type of legal networker, you need to first learn to recognize the different types there are. This is an acquired skill developed with time…

The Business of Law: Why Lawyers Must Develop their Own Books of Business

December 19, 2018

It’s happening every day. Change. Just read the Daily Law Bulletin or National Law Review. New law firm mergers and buyouts are becoming commonplace. Law firms are looking more like…

5 Steps to a Productive Follow-up Meeting: Networking to Build Your Law Firm

December 17, 2018

Once you’ve determined that a new contact is a potential business partner, it makes sense to set up a follow-up one-on-one meeting as the next step in networking to build…

Making Valuable Legal Networking Contacts: Start with the B.I.L.L.

December 11, 2018

When you attend events with the mission of making valuable legal networking contacts, remember that asking people questions about themselves is absolutely essential. Keep in mind the “80/20 Rule” for…

Email Marketing: Lawyers need to weigh the benefits as a marketing tool

November 30, 2018

Click here to read this article on the Chicago Law Bulletin. I am asked almost daily about the benefits of email marketing and newsletters. While I’m a huge advocate for…

Learn the Three Types of Networkers at Legal Networking Events

November 28, 2018

When I say “there are three types of networkers at legal networking events,” this isn’t about me defining individuals for you ahead of time. Rather, this blog is about helping…

Four Tips for Writing Your Best Attorney Elevator Pitch

November 12, 2018

Before heading out to conquer the networking world, it’s important to have an effective infomercial, otherwise known as your attorney elevator pitch. An infomercial is your 30 – 60 second…

Five Quick and Easy Ways to Build Your Brand Equity as a Lawyer

November 11, 2018

Marketing, Networking, Social Marketing

One of the areas attorneys struggle with is building their “Personal Brand Equity” within the marketplace. I define Personal Brand Equity (PBE) as “The value premium that an attorney generates…

Set Concrete Legal Networking Goals: Productive Legal Networking Part 2

November 7, 2018

In my last blog, I talked about the importance of having a plan before you attend networking events: and in today’s blog, we’ll go over the next step which is…

FRETZIN Saves You Time: Here’s a List of Networking Groups in Chicago

October 31, 2018

Many of my clients have been asking for a “cheat sheet” to events local to the Chicagoland area. While I can’t say they are all created equal, it’s up to…

Productive Legal Networking Part 1: What’s Your Plan?

October 29, 2018

Of the hundreds of attorneys I’ve worked with over the past 11 years, I’ve found that 95 percent don’t have an effective, written plan for productive legal networking. Before you…

In Business Development for Attorneys, Setting Strong Agendas is Key

October 24, 2018

Imagine it’s Thanksgiving dinner and the whole family is sitting around the table waiting for the feast to begin. Unfortunately, something is different this year. The table isn’t set. It’s…

Make a Plan to Maximize Legal Networking

October 22, 2018

Before launching into the tactics of networking, it’s important to have a good understanding of your ultimate goal so you can be sure to maximize legal networking opportunities. Call legal…

The Lateral Attorney Transition: Two Tips to Make Your Next Hire a Good One

October 17, 2018

Before you start the lateral attorney transition process, call legal business development expert Steve Fretzin at (847) 602-6911 for help with your strategy. Anyone in the legal community knows that…

Effective Networking for Attorneys Begins with Good Habits

October 7, 2018

In the last blog, we talked about why it is important to devote time to networking. Today we’ll delve a little deeper into that idea and talk about how effective…

Legal Networking – Set Yourself up for Success

October 1, 2018

Marketing, Social Marketing

Is legal networking worth your valuable time, or is it a waste? Call legal business development expert Steve Fretzin at (847) 602-6911 to learn more about building your law firm’s book…

Social Media Marketing in Law | Is it really for you?

June 28, 2018

Business Development, Chicago Daily Law Bulletin, Marketing

As a marketing and business development coach, one of the most common questions I get from attorneys is regarding the value of posting on social media. Opinions vary on this…

How to Prime the Business Pump: Teaming with Partners Good for All

May 18, 2018

Back in early 2016 I published an article entitled, “Cross-marketing Your Legal Practice” to explain the importance of cross-marketing legal services as a value-add for your existing clients. In reviewing…

Law Firm Websites: Basic Brochure or Branding Tool for Success?

April 12, 2018

1

Recently, I was reviewing a law firms website with the managing partner to discuss his thoughts on the existing platform. He looked at his website and without hesitation said, “I…

Perfecting Your Sales Pitch

March 8, 2018

Books Authored by Steve Fretzin, Chicago Daily Law Bulletin, Networking

Is Your Elevator Pitch Letting You Down? “Hi there, what do you do?” Ever been to a networking event and been stumped by the most simple question? The truth is…

Fretzin’s Top Five Networking Tips for Attorneys to Increase Originations

January 8, 2018

Business Development, Marketing

As you’re building or rewriting your business development plan for 2018, it might make sense to look at where improvements and efficiencies can be made. One critical area that’s typically…

Get the New Year off to a Successful Start with 10 Tips

December 20, 2017

Chicago Daily Law Bulletin, Networking

With 2017 fading in our rearview mirror, you may be asking yourself what needs to change to improve your marketing efforts in 2018. In my experience, the key to success…

Are You an Effective Legal Networker?

October 6, 2017

Books Authored by Steve Fretzin, Networking

I am a big fan of effective networking. If you’ve read my book, The Attorney’s Networking Handbook, you will understand the emphasis and importance I give on this matter. I use…

Being a “True Giver” When Networking

September 7, 2017

Over the past 10 – 15 years there has been a dramatic increase in the number of people actively focusing on networking. Increasing competition, along with more widespread attention on…

Business Development can be Murder to Attorneys

August 3, 2017

Business Development, Chicago Daily Law Bulletin, Networking, Sales Free Selling

Success in business development can easily be explained through the analogy of a lawyer conducting a murder trial. While this might be a strange way to illustrate my philosophy on business…

The Legal Language of Business Development

May 12, 2017

Understanding and using the legal language of business development may mean utilizing existing relationships to grow a book of business. One of the greatest challenges for any attorney is the…

3 Tips for Lawyers to Effectively Use Their Time

April 11, 2017

1

Lack of time seems to be the proverbial excuse of lawyers from engaging in business development and marketing activities. As a coach working exclusively with attorneys, no one understands the…

Challenging Times or a Good Time for Lawyers to Find New Business Opportunities?

March 15, 2017

Uncertain times call for the need to instill stability and confidence with your client. Take time to set a meeting and explore opportunities for the client and yourself. Your ability to…

The Future of Law: Business Development Training for Law Students

December 12, 2016

Recently, I had the great pleasure of speaking at a Chicago Bar Association event for young attorneys on the topic of networking. After about 20 minutes I observed how ravenously…

Investing in Business Development… A Law Firm’s Conundrum

October 12, 2016

Business Development, Networking

When it comes to internal attorney growth, many law firms struggle to move the needle and help their senior associates and partners effectively grow their books of business. Many firms…

3 Tips To Improve Your Public Speaking & Actually Get More Business From It

August 25, 2016

Business Development, Sales Free Selling

Effective public speaking is key to capturing your audience’s attention to understand your message, and ultimately get more business from it. Over the past 15 years, I have spoken about…

How to Bring in More Business — And Avoid Being That Flashy Salesman

July 12, 2016

Business Development, Networking, Sales Free Selling

When it comes to selling legal services and book building, attorneys have a unique set of problems. Unlike traditional salespeople, most attorneys never wanted anything to do with sales. You…

Three Tips For Young Lawyers On How to Bring in the Business

July 12, 2016

Books Authored by Steve Fretzin, Sales Free Selling

As a young lawyer, there are a number of confusing and conflicting theories about book building and what role it should play in your life. You may hear things from your…

“Most Attorneys Are Not Really Built for Sales”

June 3, 2016

Written By: Claire Bushey Steve Fretzin coaches lawyers on how to improve at an exercise that many detest: selling their services to prospective clients. A former salesman himself for advertising and…

5 Ways Law Firms Waste Money on Biz Development

April 18, 2016

Law firms facing a competitive market have been upping their business development game in recent years, but in a tradition-bound profession not known for its sales prowess, it can be…

Retaining Clients Doesn’t Just Happen. Come Up With A Plan & Follow It!

April 14, 2016

Business Development, Sales Free Selling

In the Declaration of Independence it states that “all men are created equal.” While this may apply to how we treat others with respect and dignity, we can choose to…

For Lawyers Today, “What’s the Difference Between Sales and Business Development?”

February 11, 2016

Business Development, Networking, Sales Free Selling

Most people hate the word, “sales.” This word has justly taken its share of lumps over the past hundred years as soapbox salesmen and carpetbaggers made profits off of uneducated…

Comparing Legal Business Development to Murder Trial

January 25, 2016

One of the easiest ways to explain how to be a successful business developer is by using the analogy of a lawyer conducting a murder trial. While this might be…

Cross-Marketing Your Legal Practice

January 16, 2016

Business Development, Sales Free Selling

One of the smartest moves you can make as an attorney is to cross-market. While the concept may seem easy to digest, many attorneys struggle with implementation when meeting with…

What Can a Lawyer Learn About Business Development From a Golf Pro?

December 23, 2015

Over the past 30 years I have played hundreds of rounds of golf, never thinking much about how it related to my business development plan. I was too busy swinging…

How to give yourself a gift during the holidays: What about a few clients?

December 23, 2015

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It’s Holiday time! Do you have the Santa Claus Blues? When you think about the holidays, what runs through your head? Is it the department store music? Is it the…

The 5 Worst Business Development Moves For Law Firms (Excerpt from Law360 article)

October 28, 2015

Worst Business Development Moves By Y. Peter Kang Law 360, Los Angeles (October 26, 2015, [5:42] PM ET) Click here to be able to view the whole article, or for…

3 Reasons Why Lawyers Struggle With Legal Marketing

June 24, 2015

There are literally dozens of reasons why lawyers struggle with legal marketing. Fear of rejection, slaving away at the billable hour or just plain hating “sales” may top the list.…

The Power of Specializing

May 12, 2015

I was a mile wide and an inch deep. This is how I’ve felt over the last number of years when thinking about my sales coaching practice. Over the past…

Necessity vs Curiosity: How to really connect with the elusive prospect

September 6, 2011

Sales Free Selling