TRP 219: Overcoming Pitfalls that Get in the Way of a Building a Book with Steve Fretzin

In this episode of The Rainmaking Podcast, host Scott Love speaks with Steve Fretzin, business development coach and author, about how lawyers and professionals can overcome common pitfalls that prevent them from building a strong book of business. Steve explains that business development is often treated as a secondary responsibility, leading many professionals to neglect the habits and strategies necessary for long-term growth. He emphasizes that successful rainmakers don’t just "fit in" business development—they structure their schedules and priorities to make it a non-negotiable part of their routine. Key topics include the biggest challenges professionals face in business development, such as poor time management, lack of accountability, and resistance to delegating non-essential tasks. Steve shares practical strategies for tracking time, identifying low-value activities that should be eliminated or outsourced, and structuring a written business development plan with clear goals and action steps. He also discusses how professionals can shift from reactive to proactive business development, using networking, referrals, and thought leadership to create consistent opportunities. Additionally, Steve highlights the importance of having a coach or mentor to hold professionals accountable and refine their strategies. This episode provides actionable steps for professionals looking to take control of their business development efforts and create a predictable, sustainable stream of new clients. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Acting as a kind of “business development therapist,” Steve Fretzin coaches and trains lawyers the most modern-day business development skills, providing precise tips, fresh ideas and actionable tasks that drive tangible results. The host of the BE THAT LAWYER podcast, Steve has been featured in the Chicago Tribune, Crain’s and Entrepreneur.com and has appeared on NBC News and WGN Radio. He has written three books on legal business development, is a regular contributor to the Chicago Daily Law Bulletin and has published articles in Attorney at Law magazine, the National Law Review, the American Bar Association and the Illinois State Bar Association. ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ Links: https://www.fretzin.com/ https://www.linkedin.com/in/stevefretzin/ https://www.fretzin.com/lawyer-coaching-and-training/ Learn more about your ad choices. Visit megaphone.fm/adchoices