July 29, 2025
In this Legal Tuesday episode of The Rainmaking Podcast, host Scott Love speaks with Steve Seckler, attorney coach and author of Think Like a Lawyer, Act Like an Entrepreneur. Steve shares how lawyers can overcome their aversion to selling by reframing business development as an authentic, relationship-based activity. Drawing from his own journey as a risk-averse skeptic, Steve offers practical tools for lawyers who want to grow their practices without feeling like salespeople. He emphasizes the importance of listening, curiosity, and small, consistent actions that build trust—like sending follow-ups, maintaining light touches with contacts, and showing up at live events.
Steve also outlines the value of identifying a niche to become more memorable in a competitive marketplace. He encourages lawyers to engage in business development activities that feel natural and aligned with their personalities, whether that’s bar association involvement, speaking engagements, or nonprofit service. Key takeaways include avoiding the pitfall of waiting for a “rainy day” to market, following up with intention, and starting relationship-building early in one’s career. The episode concludes with three action steps: gain clarity on who you serve, commit consistent time to marketing, and pursue authentic strategies that reflect your strengths.