Ep. 191 – Rainmaker Unleashed: Relationship Marketing, Trust, and the New Rules of Big Law

In this episode, Ben sits down with Sejal Patel—author of Rainmaker Unleashed and founder of Sage Ivy Consulting—to dive into the high-stakes world of client acquisition and relationship marketing inside Big Law. Sejal shares insights from 25+ years of experience helping partners grow sustainable books of business in a world where trust, not just talent, determines who keeps their seat at the table.

They unpack:

• What "de-equitization" means and how the Big Law model is changing
• Why lawyers struggle with relationship-building—and how to fix it
• The seven-to-eight touch rule for building trust (and what not to send)
• How to give a CLE that doesn’t put people to sleep
• What introverts and extroverts alike need to know about effective rainmaking
• How women and lawyers of color can advocate for themselves inside opaque firm systems

Whether you're in a 5-person firm or a 500-person firm, this episode is packed with practical takeaways for anyone who wants to grow their business by building real relationships. If Big Law can figure this out, the rest of us have no excuse.

🎧 Listen in and grab Sejal’s book on Amazon.

Ben Glass is a nationally recognized personal injury and long-term disability insurance attorney in Fairfax, VA. Since 2005, Ben Glass and Great Legal Marketing have been helping solo and small firm lawyers make more money, get more clients and still get home in time for dinner. We call this TheGLMTribe.com

What Makes The GLM Tribe Special?

In short, we are the only organization within the "business builder for lawyers" space that is led by two practicing lawyers.

One thing we're sure you've noticed is that despite the variety of options within our space, no one else is mixing
the actual practice of law with business building in the way that we are.

There are no other organizations who understand the highs and lows of running a small law firm and are engaged in talking to real clients. That is what sets GLM apart from every other organization, and it is why we have had loyal members that have been with us for two-decades.