BTL Episode 572 Jay Harrington

Описание: Business development isn’t about selling, persuasion, or personality. It’s about relationships, consistency, and learning a skill most lawyers were never taught. In this episode of BE THAT LAWYER, Steve Fretzin sits down with Jay Harrington to break down why business development is both learnable and essential for long-term career control.

Jay explains why the myth of the “natural rainmaker” holds lawyers back, how owning a book of business creates leverage and autonomy, and why motivation matters more than tactics. Together, they walk through what effective business development actually looks like when approached with structure, preparation, and intention, just like practicing law itself.

00:00 - Introduction & The Importance of Making Time for Your Own Priorities

03:00 - Why Lawyers Struggle with Business Development

07:30 - Getting Started: Blocking Time & Creating Your VIP Contact List

12:00 - The Power of Relationship Building Over Sales

15:30 - How to Help Others (And Why It Helps You)

22:00 - Making Quality Introductions That Actually Work

27:00 - Jay's Big Mistake: The Unprepared Pitch

30:00 - Final Thoughts & Wrap-Up

If you want more freedom, flexibility, and confidence in your legal career, this episode offers a realistic roadmap for building relationships that last and compound over time.

What You’ll Learn in This Episode

Why business development is relationship-building, not selling

How a book of business creates leverage and career control

How to overcome resistance and discomfort with business development

What consistent, focused execution really looks like for lawyers

“Business development is not some secret. It truly is just relationship building, being consistent, and being helpful.” — Jay Harrington

Connect with Jay Harrington:
Website: https://latitudelegal.com/
LinkedIn:   / jayharrington  

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