First Steps in Business Development

In this episode, Steve Fretzin and Colleen Breems discuss:

• Letting a niche form over time
• Earning trust through depth and preparation
• Using competence as the foundation of marketing
• Positioning intentionally with the right relationships

Key Takeaways:

• Niching down is a gradual process shaped by consistency, passion, and earned trust. Being focused does not require rejecting all other work, only clarifying what you are known for. A clear niche strengthens credibility and often opens doors to adjacent opportunities.
• Strong niches are built by mastering statutes, procedures, and expectations within a specific role. Every case should be treated as reputation-defining, regardless of size or visibility. Reliability, preparedness, and professionalism compound into long-term trust.
• Visibility is effective only when it reflects genuine skill and consistent performance. Writing, speaking, and sharing expertise help decision makers remember you for a specific strength. Marketing should amplify substance, not replace it.
• Focused networking outperforms broad, unfocused relationship building. Clear positioning makes it easier for others to understand, remember, and refer to you. Niching is strongest when aligned with real demand and access to decision makers.

"Don’t wait until you’re ready… Letting fear or doubt stop you from going after a niche is really the biggest roadblock." —  Colleen Breems

Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.

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About Colleen Breems: Colleen M. Breems is a partner practicing exclusively in matrimonial and family law. She represents clients in divorce, parentage, post-decree matters, prenuptial and postnuptial agreements, and related family law issues, with a focus on practical, client-centered solutions.

In addition to representing adults, Colleen is frequently appointed by Cook County judges to serve as a Child’s Representative or Guardian ad Litem, advocating for the best interests of children in family law cases. She is also a trained mediator and parent coordinator.

Colleen is deeply committed to public service, dedicating significant time to pro bono work through Chicago Volunteer Legal Services and serving as Co-Vice President of the Advocacy Council for the Junior League of Chicago.

Connect with Colleen Breems:  

Website: https://beermannlaw.com/

LinkedIn: https://www.linkedin.com/in/colleen-breems-a8a4631b/

Connect with Steve Fretzin:

LinkedIn: Steve Fretzin

Twitter: @stevefretzin

Instagram: @fretzinsteve

Facebook: Fretzin, Inc.

Website: Fretzin.com

Email: Steve@Fretzin.com

Book: Legal Business Development Isn't Rocket Science and more!

YouTube: Steve Fretzin

Call Steve directly at 847-602-6911

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.