Are you networking strategically — or just collecting contacts?
David Ackert, author of the Amazon bestseller “The Short List: How to Drive Business Development by Focusing on the People Who Matter Most,” notes the difference between amassing a large network and ultimately generating business.
“What we found is that it generally takes our successful users about 14 interactions between first contact and first contract,” he says.
In this episode of “Be That Lawyer,” David joins me to break down how lawyers can build meaningful relationships that lead to real business opportunities.
Here are three key insights from our conversation:
Networking Is About Relationships, Not Transactions
Stop focusing on selling. The best networkers prioritize learning about others, finding strategic partners, and adding value.
Here, David discusses how you can prioritize your outreach.
The Power of a Short List
Instead of chasing endless connections, build a core group of key clients, dormant contacts,and high-value prospects for deeper engagement.
Here, David provides the core ideas behind his book.
Consistency Wins
It takes several interactions to turn a first meeting into real business — so stay strategic and persistent instead of giving up too soon.
Here, David shares some benefits of playing the long game.
Want to build a network that actually drives business? Listen to the full conversation here.
You can also check out our most recent episode here.
Steve Fretzin is a bestselling author, host of the BE THAT LAWYER Podcast, and business development coach exclusively for attorneys. Steve has committed his career to helping lawyers learn key growth skills not currently taught in law school. His clients soon become top rainmakers and credit Steve’s program and coaching for their success. He can be reached directly by email at [email protected]. Or you can easily find him on his website at www.fretzin.com or LinkedIn at https://www.linkedin.com/in/stevefretzin/.
