Episode 74:

Building an Unfailing Book of Business, with Steve Fretzin

Driven, focused and passionate about helping attorneys to reach their full potential, Steve Fretzin is regarded as the premier coach, skills trainer and keynote speaker on business development for attorneys.

Over the past 16 years, Steve Fretzin has devoted his career to helping law firms and lawyers master the art of business development to achieve their business goals and the peace of mind that comes with developing a successful law practice.

In addition to writing three books on legal marketing and business development, Steve has been featured in the Chicago Tribune, Crains and Entrepreneur.com. He has appeared on NBC News, WGN Radio and has written articles for Attorney at Law Magazine, the National Law Review, the American Bar Association, and the Illinois State Bar Association. You can also find his monthly column in the Chicago Daily Law Bulletin.

What you’ll learn about in this episode:

  • The most common challenges that prevent lawyers from growing their book of business
  • What is a “book of business”
  • The value of developing your own book of business
  • Two ways two approach relationship building 
  • Why you should consider admitting that you’re uncomfortable requesting it, but ask your clients for referrals anyway
  • How business development coaching can help lawyers across all practice areas
  • 3 sections of a good business development structure


Additional Resources: