Blog | FRETZIN, INC.

Follow-Up

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

Marketing

Email Marketing

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

Elevator Pitch

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

PBE, Personal Brand Equity

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

Chicago, Networking Groups

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

Agendas

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

Pre-Event Questions

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

Hiring, interview, Lateral Acquisition, Tips from Steve Fretzin

Before you start the lateral attorney transition process, call legal business development expert Steve Fretzin at 312-981-0119 for help with your strategy. Anyone in the legal community knows that a…

Effective Networking for Attorneys Begins with Good Habits

October 7, 2018

Marketing

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

Is legal networking worth your valuable time, or is it a waste? Call legal business development expert Steve Fretzin at 312-981-0119 to learn more about building your law firm’s book…

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

June 28, 2018

Marketing, Social Marketing

Social Media

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

Business Development, Chicago Daily Law Bulletin, Marketing

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

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 Pitch

March 8, 2018

Elevator Pitch, Video Tutorial

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…

Conquer Your Fear of Networking

March 5, 2018

As a lawyer coach, I also tend to be a lawyers therapist. One of the primary couch conversations I have with lawyers is regarding networking and their fear when doing…

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

January 8, 2018

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

The Attorney's Networking Handbook

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 overlooked…

Get 2018 off to a Successful Start with 10 Tips

December 20, 2017

Business Development, Marketing

LinkedIn, Time Management

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

Chicago Daily Law Bulletin, 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

Books Authored by Steve Fretzin, Networking

The Attorney's Networking Handbook

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

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

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

Sample Scripts

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

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

Business Development, Chicago Daily Law Bulletin

Tips from Steve Fretzin

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

Tips from Steve Fretzin

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, Networking

Public Speaking, Tips from Steve Fretzin

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 business development to help…

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

July 12, 2016

Business Development, 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

Business Development, Networking, Sales Free Selling

Tips from Steve Fretzin

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

Books Authored by Steve Fretzin, Sales Free Selling

The Attorney's Networking Handbook

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

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, 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

Business Development, Networking, Sales Free Selling

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

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

Business Development, Sales Free Selling

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

Client Retention, Gift Giving, Tips from Steve Fretzin

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

Marketing

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. That being…

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