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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ANECDOTE

Passions Attract Ideal Clients

Eido Walny combines making cufflinks and restoring cars with estate planning to meet ideal clients at car shows and auctions.
His hobbies organically invite invitations and transform rainmaking into enjoyable work.

ADVICE

Be Curiously Interested

Ask curious questions and learn about a prospect's passions, family, and work to build genuine connections that turn into clients.
Turn contacts into friends by staying interested and following up thoughtfully.

ADVICE

Focus On High-Impact Gatekeepers

Target gatekeepers who control multiple referrals like third-party administrators or insurers to multiply inbound work.
Make their job easy through proactive communication so they recommend you repeatedly.

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What if the final piece of the puzzle for your growth was right here?

This is the second and last part of a powerful two-part conversation on Be That Lawyer Live, where Steve Fretzin sits down again with Daniel Scola, Eido Walny, and Karl Seelbach. Together, they dive deep into rainmaking, relationships, and leadership in ways most lawyers never discuss publicly. You’ll hear candid stories, real mistakes, and strategies that connect directly to your own journey. Don’t miss this closing segment — it’s your chance to take the full picture and turn it into action.

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

Authentic business development through personal passions
Building and sustaining client relationships
Gaining visibility with thought leadership
Lessons from mistakes and missed opportunities

Key Takeaways:

Aligning personal passions like music, car restoration, or cufflink-making with client connections creates natural and sustainable business opportunities.
Avoiding the “too busy” perception is critical, since clients and prospects may hold back opportunities if they think you’re overwhelmed.
Speaking engagements, timely PR responses, and consistent online presence remain the most effective ways to stay top of mind and be recognized as a leader.
Complacency, failure to delegate, and clinging to unproductive organizations can stall growth, while being proactive ensures long-term success.

"It’s not like you have to go 100% all the time, but you should go at a nice speed. You shouldn’t rest on your laurels." — Daniel Scola

"You gotta love it, or else you’re not going to be good at it." — Eido Walny

"No matter how busy you may be, if you want to bring in more work… don’t talk about how busy you are." — 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

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