Why Lawyers Struggle with Rainmaking

What if you could finally understand what it really takes to grow as a lawyer beyond just practicing law?
 

In this first part of a special two-part Be That Lawyer Live, Steve Fretzin brings together Daniel Scola, Eido Walny, and Karl Seelbach for a candid conversation you won’t hear anywhere else. You’ll be pulled into their stories, their struggles, and the strategies that shaped their careers in ways most attorneys never talk about openly. As you listen, you’ll discover how much of this applies directly to you, wherever you are in your own journey. This episode isn’t just about hearing from successful lawyers — it’s about helping you see what’s possible for yourself.
 

In this episode, Steve, Daniel, Eido, and Karl discuss:

• Challenges lawyers face in business development and rainmaking
• Importance of consistent habits and time management in client growth
• Role of personal passions, networking, and authentic connections in practice-building
• Lessons learned from mistakes that shape long-term legal careers

Key Takeaways:

• Many lawyers struggle with rainmaking because they aren’t taught marketing skills, and mentorship or coaching is often the turning point in learning business development.
• Time-blocking, using a CRM, and accountability partners are crucial for keeping business development efforts consistent and measurable.
• Combining personal passions (like car restoration or music) with client relationships creates authentic connections that naturally lead to new business opportunities.
• Asking directly for business and following through on promises builds trust, while overpromising or relying on others’ client relationships can backfire.
   

"Not overpromising is a really important one for me… you’ve got to deliver what you say." —  Daniel Scola
 

"There are two things that this firm can never and no one can ever take away from you. That’s your knowledge base and your contact base." —  Eido Walny
 

"Clients aren’t going to remember every case you handle, but they’re never going to forget how you make them feel." —  Karl Seelbach
 

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.

Thank you to our Sponsors!

Rankings.io: https://rankings.io/

Legalverse Media: https://legalversemedia.com/
 

Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/
 

About our Guests:

• Daniel Scola is the Managing Partner of Hoffmann & Baron, LLP, focusing on patents, trademarks, copyrights, and global IP protection [LinkedIn | Website].
• Eido Walny is the founder of Walny Legal Group, a nationally recognized estate planning and asset protection practice [LinkedIn | Website].
• Karl Seelbach is the Managing Partner of Doyle & Seelbach, specializing in personal injury defense and legal technology innovation [LinkedIn | Website].
   

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.