BE THAT LAWYER

BE THAT LAWYER LIVE Part 2: How Lawyers Turn Networking and Visibility into Rainmaking Success

Oct 9, 2025
Guest
Karl Seelbach
Guest
Eido Walny
Guest
Daniel Scola
In this insightful conversation, Daniel Scola, Eido Walny, and Karl Seelbach share their expertise in transforming personal passions into client relationships. Daniel talks about using music to connect with clients, while Eido emphasizes cufflink-making and car restoration as unique ways to attract business. Karl highlights the importance of strategic referral relationships and staying top of mind through speaking engagements. They also discuss the need to delegate and avoid complacency to ensure long-term growth and success in the legal field.
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ADVICE

Ask Directly For Business

  • Be explicit about your business goals and ask for help converting relationships into referrals or work.
  • Follow up and make clear that lunches and meetings are partly aimed at developing business.
ADVICE

Don't Say You're Too Busy

  • Avoid saying "I'm so busy" because it deters referrals; instead say you have bandwidth or are steady.
  • Use measured language to appear able and available for new work.
ADVICE

Give To Get Referrals

  • Give easy referrals (like simple tax filings) to accountants and advisors to earn reciprocal, higher-value estate planning work.
  • Build a track record of giving to become a trusted, two-way referral partner.
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