Growing Your Law Practice CLE with Steve Fretzin and Dan Lear

August 12, 2026August 29, 2017 by Amata Law Offices

Last Thursday I had the opportunity to sit in on the CLE hosted by Steve Fretzin, Attorney Coach, contributing writer for the Chicago Daily Law Bulletin, and Attorney Dan Lear, Director of Industry Relations at Avvo. I am not an attorney, but since my clientele is made up of over 800 attorneys I make it a point to stay up to date on as many legal matters as possible.

The subject matter was of particular interest to me since I have been all-hands-in with my own online marketing efforts lately. To be honest, the presentation and materials were great and about 10 minutes into the class I was sitting at attention and taking notes, no small task for someone who has dealt with a level of ADHD all his life. When Dan starting talking about branding a law firm, he keyed in on three themes: authenticity, knowing your ideal client and consistency. I guess these are all easy concepts to understand, but try practicing them and see how easy they are.

As you would expect from someone with experience working at Avvo, Dan brought up several examples to demonstrate these three points, but two really stood out for me. The first was an east coast law firm that specializes in 2nd amendment compliance & consulting. The firm is named Think Pink Law and uses the tagline “We do law. Differently”. Pink is not the last name of a partner, but it sure stands out and is very memorable. If I ever learn of someone in need of legal advice dealing with the 2nd amendment, I am quite sure I will remember Think Pink Law.

The second example I clearly remember from Dan’s presentation is from an immigration attorney who targets a specific clientele by offering assistance in filing Form I-864 for financial support. The target audience is divorced spouses of green card holders. Now I am sure this is only one part of their immigration law practice, but this one very targeted campaign really hits home with their clientele. After they provide quality service to this group, how many client referrals are they adding to their monthly intake? Target marketing such as this is a great way to grow a law practice.

Dan then went into a Top 10 Intake list for lawyers which was very insightful. You can view Dan’s entire list here. Many parts of this list is inspired by this article by Chicago-based Gyi Tsakalakis Lawyerist.

Then if all this wasn’t worth the price of admission (and the free lunch), Steve launched into understanding the “buyers’” mindset and started asking questions like, “What is your motivation for doing business development?” and “What makes someone successful at business development?” (I guessed at this one, somewhat incorrectly). Just for clarification, I translate “business development” to “keeping your new client intake machine churning even when you are on vacation.” Steve explained how behavior influences attitudes which in turn affects beliefs.

To me, this partially explains how a very knowledgeable attorney with a discomfort of speaking to strangers (think networking in an unfamiliar group) is able to change their attitudes and beliefs by attending more networking events and interacting with others. Steve also discussed how to choose the best networking opportunities and how to make the most of these sometimes-difficult learning experiences. If you are serious about growing a thriving law business while also enjoying the business of life you really need to attend Steve’s classes.

Steve has a great understanding in the field of building successful law businesses. After all, he has consulted hundreds of attorneys, both experienced and new practitioners, written two books on the subject, and speaks to lawyer groups around the country. Steve’s full presentation can be found here. You can also visit his web site and learn more about his newest program for attorneys, Origination Station, at www.fretzin.com.

As I mentioned earlier, Steve Fretzin is a contributing writer for the Chicago Daily Law Bulletin, and his June article, which can be found here, analyzes if the Differences Between Sales and Legal Business Development are just Semantics? and is a great read, offering some great tips to get away from the traditional “pitch” to clients and how to hold back to better understand what will motivate the client to hire you.

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Ron Bockstahler has has worked with individual attorneys and law firms for the past 30 years, gaining an in depth understanding of the business of running a law practice. He is the co-founder and CEO of Amata Law Offices and Managing Broker for Amata Realty Group, LLC, a real estate firm dedicated to consulting attorneys on their office space needs. Ron can be reached at [email protected] or (312) 924-0204.

Steve Fretzin is an Author and Attorney Coach and can be reached at [email protected] or at 312-981-0119.

Dan Lear is the Director of Industry Relations for Avvo and can be reached at [email protected] or 206-508-3012.

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Marketing 101 for Attorneys

August 12, 2026August 7, 2017 by Amata Law Offices

It’s true. Life moves pretty fast. If you don’t stop and look around once in awhile, you might miss it. The same is true for marketing. Staying up-to-date on emerging marketing strategies is a full-time job. If you’re an attorney looking to get your name out there, make connections, or generate more clients, check out our Marketing 101 tips.

Marketing Is a Must

It might go without saying but we think it bears repeating. Your product won’t sell itself, so don’t be afraid to put yourself out there! Need some inspiration? Take a look at your competition. What are they doing? Don’t forget about your social media as well.

Utilize Social Media

Social media is one of the most cost effective and beneficial types of marketing available, With over 1.5 billion people on Facebook, it’s easy to get lost in the crowd, but it’s also 1.5 billion pairs of eyes that could be seeing you! Be smart about your social media strategy. Know your target audience and which social media channels work best for your content. Take a great photo of the cityscape outside your office? Post it on Instagram. Have a quick update about an upcoming company event? Compose a short tweet. Your message won’t fit in 140 characters? We recommend making the jump to email. Looking for more inspiration? Check out Forbes’ list of the top 10 benefits of using social media marketing.

Ditch Snail Mail for Email

There are a myriad of tools available for small firm owners to help get their name out. Utilizing an effective email marketing campaign will be far more beneficial than traditional snail mail. For example, email allows your potential clients to receive news from you wherever and whenever. Having an email subscription sign up option on your website’s homepage will help you stay top of mind long after visitors have clicked out of your homepage. Visit Hubspot’s blog for more advice on how to effectively use email marketing.

Ask for Help

Not everyone is a marketing guru, and that’s ok! Utilize your resources, like our blog, to help keep you informed on the latest trends. Still unsure? Network with marketing professionals for even more insider tips.

Build a Network

This isn’t always easy. We recommend a shared office space dedicated to attorneys, like Amata Law Offices. It’s easy to make connections with other industry professionals when working in a shared environment. Instead of isolation, you have a community of small-business owners and attorneys who all want the same thing as you, success.

If you’d like to tour our shared office space for attorneys, contact us today.

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5 DIY Website Improvements to Increase Revenue

August 12, 2026July 26, 2017 by Amata Law Offices

Do It Yourself

The landscape of technology is constantly changing. To keep your brand top-of-mind, your website might be changing too! Don’t worry, this doesn’t mean you have to hire a developer to totally overhaul your existing site. These simple DIY website improvements will keep your website looking sharp, fresh, and effective.

Hyperlinks

Use distinct hyperlinks. Utilize visual cues to help readers know where to click and what they’re going to get on the new page. Underline your hyperlink and change the color. This will draw the reader’s attention and encourage them to spend more time on your site. The more detailed the link titles, the more informed the reader will be.

Page Speed

Improve your page speed. No one likes waiting for a website page to load. Today, people want immediate satisfaction, especially online. They expect it! With internet access literally in the palm of users’ hands, potential clients can visit your website wherever and whenever. Don’t lose business due to a slow web page! Thanks to Google’s free tool, you can get information on your page speed and take the right steps to improve it.

Get Them Moving

Include calls to action. It might sound simple, but label calls to action with action words. For example, instead of “sign up for our newsletter,” you could say, “Sign up now!” Here are some other action oriented words and phrases you can incorporate; get started, share it, see more features.

Bullet Points Are Better

Bullet points make things better. In the spirit of providing immediate satisfaction, bullet points help your readers get the information they need as efficiently as possible. Not to mention, it’s aesthetically pleasing. Feel free to think outside of the box. You don’t have to stick to the traditional circle bullet point. Find an icon that matches your unique brand!

Go Mobile

Go mobile or go home. As mentioned, technology is growing by leaps and bounds. Part of that growth includes websites being mobile friendly. Is your homepage layout just as visually pleasing on mobile as it is on a desktop? Do your hyperlinks work on the mobile site? These are all worth investigating and checking. Unsure about the mobility of your website? This site can help.

Need marketing support? Discover our legal support staff for lawyers in Chicago.

Samurai Business Group: From Trusted Advisor to Trusted Asset

August 12, 2026May 12, 2017 by Amata Law Offices

The founding partner of Samurai Business Group, Bob Lambert, gives an insight on how to transform a well-trusted advisor into a well- trusted asset.

What is a trusted advisor?

A trusted advisor is someone whom you trust that gives you valuable insight on a subject. The important word here is “trust” which poses two key components: character and competence.

How do you earn trust?

Trust is an important factor in a successful relationship. It is important to understand how your buyer evaluates whom they work with. Here are four basic criteria a buyer may use:

Does your product/service overcome the pain of change?
Do they believe your solution meets their compelling reasons to buy?
Is your solution viable for them to implement?
Does the buyer trust you and your company to deliver on your commitments and promises?

What is the role of a trusted asset?

Below, Samurai Business Group provides the key differences between a trusted advisor and trusted asset. In order to develop skills of a trusted asset, understand what your buyer values. However, more importantly, always put your client first while going beyond your professional opinion. The way one sees a trusted asset is the equivalent to a trusted friend.

Trusted Advisor vs. Trusted Asset

Source: Samurai Business Group

Apply the standard components of a trusted asset into your business practice today!

To learn more join us next week as Bob Lambert will be the guest speaker at Amata’s lunch & learn: Beyond Trusted Advisor – Becoming a Trusted Asset

Click to download Samurai’s Business Group Full Article

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Improve Your Professional Social Media Presence

August 12, 2026May 1, 2017 by Amata Law Offices

Having a great social media presence can help your business flourish while protecting your wallet. Social media platforms such as Facebook, Twitter, Instagram, and Pinterest have become highly active networks to help businesses gain recognition. Hubspot found that “92% of marketers in 2014 claimed that social media marketing was important for their business, with 80% indicating their efforts increased traffic to their websites.” This shows that a well thought-out strategy could improve your social media presence and grow your business.

Here’s how to improve your professional social media presence:

Identify Goals and Objectives

It is important to identify your goals and objectives before you start growing your social media presence. Take into account who your audience is while understanding their needs and how it can tie into your business. Your news feed should portray valuable and relevant content for your audience. Knowing what interests them can shape your objectives and goals- while driving traffic to your website.

Use Hashtags Frequently

Hashtags are a crucial part of social media. They help label content to be discovered and even help you find relevant people or businesses. Using hashtags in your post can create awareness by simply connecting and engaging users on social media, which could potentially lead to an increase in followers and shares.

Don’t go overboard on hashtags! Keep in mind to effectively use hashtags you must keep it relevant and trendy. Before using a hashtag, always conduct a search to see if it is popular and used for the right reasons- sometimes it may be misinterpreted or considered spammy.

Eye-Catching Images/Video

Today, capturing images is incredibly popular. People can easily take a photo or a video with their phones and upload it to social media within seconds. Images are considered “attention grabbing content” since it can quickly portray an experience that the audience can understand and relate to, as opposed to text. It was found that 53% of photos on Facebook generate more likes than a text-based post.

An image is a great way to share your business’ story or message to attract your audience. Remember to make your content original, interesting, and focused. Here are some images you should include in your feed:

Your Product: Don’t just talk about what you offer- but show the audience your business and brand. Amata, in particular, uses Instagram to capture the brand, services, amenities, and community to give our prospective clients a glimpse of who we are.
Engagement In Events: Capture an action shot image of your clients or team members at a conference, training seminar, or lunch & learn event. This can be seen at Amata’s events where a photographer is taking photos of our members and then posting it on social media. This helps enrich our online community appearance.
Fan Shout-Out: Shine the spotlight on your followers! Ask your followers to use a promotional hashtag or tag your page after taking an engaging photo that portrays your business product or service. Amata, for instance, uses images captured at events and tags the appropriate business that was sponsored. This can help generate engagements and drive impressions back to your website.

A video can provide your audience with a unique storyline of your business. Similar to posting images a video can enhance your content strategy. Here are a few ways you can use a video:

Live-Feed: Keep your followers up-to-date with your daily business activity. Use features such as Facebook live or Instagram story to capture events that your business host or sponsors. Amata, for example, shares a live video feed of every lunch and learn event on Facebook and uploads them to YouTube for future reference.
Testimonials: Your existing customers are the most influential to prospects. They can help advocate your business story, so shine the spotlight on customers who want to speak on behalf of your business. This can be seen on Amata’s testimonial webpage and its Youtube channel where it has it showcases testimonials in a playlist. We love to hear what our customers have to say about us! It gives us a chance to learn what areas need to be improved and what we’re currently doing well.

It’s time to take the tactics above and implement them into your business’ social media strategy. Studies have shown nearly one-third of the world uses social media networks regularly. Get onboard today to maximize your potential reach to grow your business.

For more information on Online Reputation Management and Campaigns, contact Connections Marketing, a valued Amata member and trusted vendor.

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How To Grow Your Law Practice in 7 steps

August 12, 2026April 19, 2017 by Amata Law Offices

Guest speaker, Steve Fretzin, advises Amata members on a multi-step approach to grow your law practice. It is important to implement a set goal as workload or day-to-day distractions arise. Keep in mind that a plan should push you towards your goal. Follow these simple tips below to keep your firm’s growth on track.

Create a Marketing Plan
First, think of the overarching goal you are trying to accomplish. Reference back to last year, were you able to follow through with your goals? If not, your objectives need to have a stronger strategy.
Develop Strategies
Focus on 2-4 strategies to grow your business that work best for your particular practice. Examples of strategies include networking, sending emails, development of strategic partnerships, and cross marketing.
Develop Tactics
For each strategy, develop 5-7 tactics to achieve those strategies. Tactics are methods to achieve your strategy and answer how to be effective, how to follow up, and how to execute. A tactic should answer who, what, where, when, and how.
Create and Prioritize a Database
Your contacts should be reflected in your database. Think of everyone you know. Now prioritize them based on their ability to help grow your practice. Can they be a potential client, or do they have an avenue of introducing you to potential clients? Group them by A, B, or C- those who are directly useful, those who might be a useful connection (these two lists will be used to execute your tactics), and those who will be of no use to grow your practice.
Attend and Utilize Events
Networking is your chance to grow from the bottom of the pyramid to the top. Be sure to research events before attending and not just attend the ones you hear about. Events that you should attend need to have your two targets: referral sources and actual clients. Don’t spin your wheels to attend events to keep active- that approach wastes time and money. Ask yourself where should I be and what types of events are good for my practice?
Control Networking Meetings
Attending an event is the initial approach, but how you work and follow through an event is crucial. To see if a person is a target you want to ask a few thought-out questions to understand if this is someone you can help or vice versa. If not, its time to excuse yourself and move on. You don’t want to waste your time or theirs.
Improve Client Experience
How do you plan to retain clients? All clients are not created equal and bring different values to your business. Simply break up your clients into categories for different approaches on how to retain them. Each approach may vary and be as simple as sending a newsletter, meeting once a quarter or calling to check-in. Keep in mind you are a lawyer but also a friend, so maintain a good relationship with each client. Lastly, don’t be afraid to ask your clients if they can help you by referring your business. Using the above steps to create strong relationships with your clients will help you feel more comfortable asking them for this favor.

These simple tips will help grow your law practice. Don’t forget in the midst of getting tied up with the little things it is important that your plan has a focus and clear direction. Don’t put off creating your plan. Start today to grow your business.

Steve Fretzin will be presenting What They Didn’t Teach You At Law School on March 21st at 180 N LaSalle, Suite 3700.

Watch the full video on How To Grow Your Law Practice In 7 Steps:

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Take Control of Your Reputation Online

August 12, 2026March 21, 2017 by Amata Law Offices

For most businesses, reputation is everything. Luckily with internet marketing, you have the ability to control how your business is portrayed online. Online Reputation Management is a commonly overlooked marketing strategy that requires some pro-activeness, time, and patience. But once set-up correctly, you see how valuable and cost-effective this type of marketing strategy can be for your business.

Below you will find a few tips on how you can control your online presence:

Claim Your Identity
Start by prioritizing which online directory platforms can be best optimized in your industry. Focus on a few platforms then work your way down a list as your business grows. Google, Yelp, and Bing are one of the most used directory sites and should be at the top of your list.Some believe that their business may be too small to attract anyone; however, as business starts grow, many visitors will want to validate a business’s reputation from major 3rd party (unbiased) sites. If you do not claim or optimize major directory listings, you could lose out on lead opportunities due to low reviews or a very common reason, lack of correct contact information. Do not miss out on this! Optimizing listings will take time and effort to set up at first, but once it’s set, you just let it sit and do its work!
Monitor Your Reviews
A common question we get most often is what to do about negative reviews. It is important that you address any negative reviews that have been left on directory platforms immediately. Your reply should ideally resolve the issue in a non-defensive manner.It may be hard to recover from a negative review but you can confide in your loyal customers. Don’t be afraid to ask a customer who has verbally expressed positive feedback to post a positive review online- this can range from their expectations, satisfaction, atmosphere, customer service, and more. If the customer/client was genuinely satisfied, s/he will be more than happy to post a positive review for you and your business. Have your directory links conveniently saved at all times so you can share the link with your customer/client. As you continuously generate reviews, prospective customers will overlook the negative reviews in a glowing bundle of positive ones.
Maintain Your Reputation
Today, anything we say or do can end up online- even if it was meant to be private. It is crucial that you focus on how you want to be portrayed on the web by living up to your reputation in-person and address when customers or clients did not get what they expected. Amata provides a directory service for attorneys to help local clients find them online. If you are an attorney and interested in listing your law practice on the aLawCenters.com directory, please be sure to contact us!

For more information on Online Reputation Management and Campaigns, contact Connections Marketing.

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Cybersecurity for Attorneys

August 12, 2026February 17, 2017 by Amata Law Offices

Today, cybersecurity is a large problem for small to midsize businesses- particularly law firms. Securing IT speaker, David Myers, presented to Amata members Cybersecurity for Law Practice. Although, it may be easy to over look cybersecurity threats, it is important to know the 5 Myths, Threats, and Things you can do for your law practice.

5 Myths

I’m Not a Target: No matter what size your business is never doubt that your business is immune because your data may be valuable.
I’ve Got Antivirus: I’m Good: An Antivirus alone is not enough- you need a layered defense form which includes an antivirus, antimalware, spam filtering, gateway antivirus, backup solution, and etc.
External Hackers are my Primary Hackers: Incorrect, your hackers can be anywhere including the office you work in.
Cybersecurity is an IT Issue: Incorrect, this is a business issue that can not be pushed off to the IT person.
I’m a Lawyer: You have to think of yourself as a business owner serving your clients. You possess valuable information and hold information making you likely to be a target.

5 Threats

Ransomware: A piece of malware that locks your data until you pay a ransom. Then your data will be unlocked; however, it is not guaranteed you will get your data back.
Phishing: A fraudulent practice to obtain personal information. Internet of Things Threats: The “other” technology that may seem small but a group of malicious hackers can use that to attack you without knowing.
Your Users: Be sure your users understand the risk when storing information or accessing information.
Regulatory Pains: As the government regulates cybersecurity, more policy and fine increase compliance will increase as well.

5 Things you can do

Know you Data/ Regulatory User: Understand the data that you are holding and what regulations apply to you.
Encrypt your Data: This is easy and FREE on modern operating systems. This essentially “scrambles” your data so others who get ahold of your information may not understand the encryption.
Cyber Liability Insurance: A new type of insurance policy, so be sure to do research and not by the first one you see!
Prepare and Practice your Incidence Response Plan: Using your data to practice a drill if incident 1, 2, 3… happened what plan of execution would be in place.

Now that you have learned the 5 myths, threats, and things you can do, you are now prepared to run your law practice with confidence. If you missed the presentation by David Myers be sure to watch the recording below.

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#AmataStepChallenge – Health tips and advice

August 12, 2026September 1, 2016 by Amata Law Offices

The #AmataStepChallenge is underway. Whether you are looking to loose a little weight or wishing to achieve a healthier lifestyle, motivation will be the key to your success. Are you prepared?

To help you prepare and make the most out of this step challenge, take a look at some of the links below. Cheer your co-workers on and let’s see who will come up on top!

Health Tips and Tricks

http://blog.myfitnesspal.com/the-30-day-walking-challenge/
This site has a great method for building up to the 10,000 steps daily for all fitness levels.
http://blog.codyapp.com/2013/11/07/maximize-your-walk-infographic/#sthash.LfV0SbDn.qjtu
Learn the top tips for maximizing your walk with proper posture and shoes.
http://www.skinnymom.com/clean-eating-dos-and-donts-for-getting-started/
This site has everything you need to know about getting started on the track to clean eating.
http://www.popsugar.com/fitness/How-Feel-More-Energized-34935504
Everyone could use more energy! Get tips on how to feel more energized here.
http://www.getyourfittogether.org/21-of-the-best-snacks-under-100-calories/
21 delicious snacks all under 100 calories!
http://www.livestrong.com/article/358608-how-to-maintain-a-healthy-lifestyle/
Maintain a healthy lifestyle, even when the challenges are over.

Interested in more events like the #AmataStepChallange? Visit our website for upcoming events, hosted at each Amata Office Center.

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Types of Flawed Decisions

August 12, 2026May 28, 2016 by Amata Law Offices

Obviously, the most important service you offer your business is leadership and making decisions. Decisions are tough and often times do not turn out the way you planned. So, it begs the question, how do we get better at decision-making? Believe it or not, there is plenty of research about this.