The Free Lawyer Why Lawyers Hate Networking (And How to Fix It) #404
You went to law school to practice law—not to work a room full of strangers with sweaty palms and a stack of business cards. Yet here you are, five or six years in, and your entire career trajectory depends on "bringing in business." Nobody taught you how.
In this episode, Gary Miles sits down with Michael Goldberg, founder of Knock Out Networking and a two-time TEDx speaker who has helped thousands of financial professionals generate hundreds of thousands of dollars through strategic networking. Now expanding his focus to help attorneys, Michael shares his proven system for knowing exactly where to go, what to say, and with whom.
From his unexpected journey through restaurant management to becoming one of the nation's leading networking experts (and yes, a real competitive amateur boxer), Michael breaks down why most professionals get networking completely wrong—and how lawyers can shift from awkward card-exchanging to building powerful referral relationships that fuel sustainable growth.
Whether you're a junior associate expected to bring in business with zero training, or a seasoned attorney looking to systematize your business development, this conversation delivers practical strategies you can implement this week.
Who This Episode Is For:Attorneys expected to bring in business but never taught how—especially those who find networking uncomfortable or unproductive.What You'll Learn:→ Why genuine connection beats selling every time→ The four phases of networking (events are only 25%)→ How to own your calendar so business development actually happens→ The "chicken and egg" strategy for building referral relationships
Michael Goldberg is the founder of Knock Out Networking, a speaking, training, and coaching firm that has helped financial advisors, brokers, and agents generate hundreds of thousands of dollars in new business over the past two decades. His client roster includes Morgan Stanley, Merrill Lynch, UBS, Mass Mutual, Chubb Insurance, and Northern Trust.
A two-time TEDx speaker, Michael holds the Certified Speaking Professional (CSP) designation—an honor earned by fewer than 5% of speakers worldwide. He is the author of Knock Out Networking for Financial Advisors and founder of THE Networking Group, a national networking organization for sales professionals and business owners.
Michael has taught public speaking as an award-winning adjunct professor at Rutgers University for over 22 years. And yes—he's also a competitive amateur boxer, proving that "Knock Out Networking" is more than just clever branding.
Connect with Michael:
- Email: michael@konetworking.com
- Website: knockoutnetworking.com
[02:00] Michael's journey: From restaurant management to networking expert
[06:00] Moving to Florida and rebuilding community from scratch
[07:15] Boxing as a real sport—and a metaphor for connection
[09:00] What makes Michael's networking approach different
[10:15] Genuine connection vs. what most people think networking is
[13:00] The power of listening (without being silent)
[14:30] Parallels between financial advisors and attorneys in business development
[17:30] Working with lawyers: Where most attorneys get stuck
[19:00] The four phases of networking: Prep, presentation, follow-up, staying in touch
[20:40] Virtual vs. in-person networking: The hybrid advantage
[22:15] Owning your calendar and building accountability systems
[25:20] The biggest obstacle in communicating your value—and how to overcome it
[27:30] The mindset shift lawyers need to make
[29:30] The role of mentors and outside perspective
[31:40] Designing your business and life for freedom
[33:00] The "chicken and egg" theory: Centers of influence vs. prospects
Would you like to learn what it looks like to become a truly Free Lawyer? You can schedule a complimentary call here: https://calendly.com/garymiles-successcoach/one-one-discovery-call
You can find The Free Lawyer Assessment here- https://www.garymiles.net/the-free-lawyer-assessment