Transforming Legal Business Development With Steve Fretzen

How Did You Handle Business Development Before Working With Steve Fretzen?

Prior to working with Steve Fretzen, business development was a random process without a clear plan. I relied on luck and personal referrals from people who got to know me. I moved from large cities to Iowa, joined a small firm as the sole litigator, and built my practice through referrals rather than a structured approach. It wasn’t until I met Steve that I learned how to effectively structure business development.

What Was The Biggest Gap In Your Business Development Approach Before Working With Steve?

The main gap was operating without a structured plan or strategies. Lawyers often get business due to being likable or skilled, but a structured plan can significantly enhance success. With Steve’s program, lawyers can develop systems and strategies not taught in law school, leading to greater business growth.

What Changed In Your Approach To Building Your Practice After Working With Steve?

After working with Steve, I became more focused on selecting specific types of clients to target for my practice. Previously, I took various cases out of necessity in a smaller legal market, but now I can focus on building a practice that serves a particular client type. Steve’s guidance helped me identify and develop a system to connect with the right clients.

What Does Working With Steve Look Like On A Weekly Basis?

I now consistently follow a monthly plan with goals for emails, calls, and meetings. Steve introduced me to the concept of sales-free selling, which involves learning about potential clients to determine if my services meet their needs. It’s about understanding clients’ needs rather than selling, which has transformed my approach to business development.

How Do You Track Your Progress And Maintain Focus On Business Development?

Steve provides tools like the three-page sales-free selling plan, which outlines how to develop your practice. It includes defining client types, setting revenue goals, and planning execution. Tracking these elements keeps me accountable and focused on achieving my business development goals.

How Did You Overcome Discomfort And Uncertainty In The Early Stages Of Structured Business Development?

Initially, reaching out to people and asking for help was uncomfortable, but I learned that people are generally willing to help if you meet their needs. The process involves a mindset shift from focusing solely on billable hours to building connections and understanding potential clients’ needs, which becomes more natural over time.

What are common struggles lawyers face when starting with a structured business development system?

Transitioning from no plan to a structured system can be challenging as it involves learning new language and strategies. Role-playing and practicing in class help lawyers become comfortable with the process. It takes time to internalize these new approaches, but with practice, lawyers can successfully implement them in real-world scenarios.

What Changes Have You Noticed In Your Business Development Approach Since Working With Steve?

The biggest change is having a structured system to track progress, allowing me to focus on reaching out and developing new client relationships. This systematic approach ensures that even if immediate results aren’t visible, progress is being made, and success will eventually follow.

What Makes Working Within A Structured System More Effective Than Trying To Figure It Out Alone?

Steve’s program combines one-on-one coaching, group classes, and a supportive community, offering multiple levels of engagement and accountability. This structured environment provides continuous support and ensures that lawyers stay on track with their business development efforts, leading to sustained success.