Steve Fretzin | Get Out of the Friend Zone and Turn Contacts Into Clients

The Lawyer's Edge

Steve Fretzin is the President of Fretzin, Inc., where he provides legal business development services for attorneys. With over 20 years of coaching experience, Steve works with lawyers in all practice areas, ranging from startups to attorneys at large firms amassing over $6 million in billable hours annually. As a best-selling author and the host of the Be That Lawyer podcast, he has been featured in the Chicago Tribune and Entrepreneur.com and has appeared on NBC News and WGN Radio.

Steve has authored four books on legal business development and written articles for the Attorney at Law magazine, the National Law Review, the American Bar Association, and the Illinois State Bar Association. Focusing exclusively on advancing lawyers’ business development skills, he offers two programs: an MBA-level coaching and training session on business development and a peer advisory roundtable for experienced attorneys looking to further their success.

Steve collaborates directly with lawyers to create custom plans that deliver tangible results based on their specific business goals. His methods help attorneys develop a more successful law practice, and he shows them how to turn contacts into clients.

In this episode…

Most lawyers aren't well-versed in the art of sales, which can hinder their firms' growth potential. They join associations to develop connections but can become uncomfortable when faced with soliciting clients and partnerships. How can you obtain the most value from these opportunities and acquire new clients to grow your practice?

Although not a practicing attorney, Steve Fretzin has spent his entire career coaching attorneys on networking, client acquisition, and business development. He encourages lawyers to shift their approach and target their ideal audience. This includes engaging with prospective clients, referral sources, and circles of influence to build trust and likeability. But true business growth occurs when you convert associates and friends into clients. Steve suggests listening to and understanding your prospects' needs and demonstrating authority to establish relationships.

Join Elise Holtzman in this episode of The Lawyer’s Edge Podcast as she interviews Steve Fretzin, the President of Fretzin, Inc., about turning friends into law firm clients. Steve shares the most recent business development trends in the legal industry, how to influence buying decisions, and how to avoid discomfort when asking clients for referrals.