Early in my career, I thought networking meant showing up, shaking hands, and finding a way to turn conversations into opportunities. That approach led me to a lot of meetings, a lot of business cards, and a surprising amount of stuff I didn\u2019t need, from financial products to random services I bought just to support someone else. At the time, it felt like the right move. In reality, I was missing the bigger picture.<\/p>\n
What I eventually learned is that rainmakers don\u2019t chase business. They build what I call \u201ckarma capital.\u201d They invest in people, relationships, and reputation long before they ever see a return. Over time, that investment compounds in ways that traditional networking never will.<\/p>\n
If you feel like you are putting in the hours but not seeing the results, you may be stuck as what I call a \u201cprofessional meeter.\u201d Busy, active, visible, but not moving the needle. The shift comes when you stop thinking only of yourself and you start focusing on the success of others.<\/p>\n
Here are five ways to build real momentum by climbing Karma Mountain.<\/p>\n
1. Stop Selling and Start Understanding<\/strong><\/p>\n Most lawyers walk into a meeting thinking about how to position themselves, how to impress, or how to eventually land the work. That mindset creates pressure, and people feel it immediately.<\/p>\n The better approach is to remove the agenda of selling altogether. Focus on asking thoughtful questions, listening closely, and showing that you understand what the other person is all about. When someone feels understood, trust builds quickly. That trust is what opens doors, not a polished pitch.<\/p>\n There is a basic human need to be heard and understood. When you meet that need, you stand out in a way most lawyers never will.<\/p>\n 2. Lead With Value Before You Earn It<\/strong><\/p>\n One of the fastest ways to build karma is to help someone without expecting anything in return. I recently saw a consultant in the legal space launch a new book. Instead of waiting for an introduction or thinking about what I could gain, I reached out and offered him a chance to promote it on my podcast, BE THAT LAWYER.<\/p>\n That one gesture created goodwill immediately. It opened the door to a relationship that started on the right foot, not based on a transaction, but on selflessness and being of-service.<\/p>\n I do the same thing when I meet with legal marketing agencies. Many are strong on marketing but struggle with business development. I will spend time walking them through better ways to approach conversations, showing them how a sales-free model builds trust and avoids resistance. I am not billing for that time. I am building karma.<\/p>\n That is how relationships get traction.<\/p>\n 3. Treat Networking Like a Skill, Not an Activity<\/strong><\/p>\n Too many lawyers treat networking like something you just go out and do. Show up, grab a drink, have a few conversations, and hope something sticks.<\/p>\n That is not a strategy. That is guesswork.<\/p>\n Networking is a skill set. There is language that works, structure that creates better conversations, and a process that leads to real outcomes. When you become a student of those skills, everything changes. You become more efficient, more confident, and far more effective.<\/p>\n If you are going to spend 100 to 300 hours a year meeting people, it makes sense to invest time learning how to do it right. Otherwise, you are just staying busy without building anything meaningful.<\/p>\n 4. Do What You Say You Are Going to Do<\/strong><\/p>\n This is where a lot of lawyers quietly lose ground.<\/p>\n They make commitments in meetings, promise introductions, agree to follow up, and then let things slip. Maybe it is not intentional, but it is noticeable. People keep score, even if they never say it out loud.<\/p>\n Every missed follow-up, every late arrival, every rescheduled meeting chips away at your credibility. On the flip side, every kept promise builds trust.<\/p>\n If you say you are going to connect two people, do it quickly. If you schedule a meeting, show up on time. If you offer help, follow through.<\/p>\n Karma is built on consistency. Reliability is one of the fastest ways to separate yourself from the crowd.<\/p>\n 5. Become Known as a Giver<\/strong><\/p>\n The most successful rainmakers I know all share one trait. They are givers.<\/p>\n They walk into meetings thinking about how they can help the other person, not how they can benefit themselves. They listen for opportunities to make introductions, share ideas, or connect people who should know each other.<\/p>\n A simple but powerful habit is to take notes during a meeting and identify at least one person you can introduce them to. It might be a potential client, but more often it is a strategic partner. Someone who can expand their network or open doors they could not access on their own.<\/p>\n Then you follow through with a thoughtful introduction. Not a quick email, but a quality connection that shows you understand both sides and why it matters.<\/p>\n That is how you build a reputation as someone who creates value. And once that reputation takes hold, people start looking for ways to help you in return.<\/p>\n Climbing Karma Mountain is not about being nice for the sake of it. It is about being intentional in how you build relationships. It is about playing the long game in a profession that often rewards short-term thinking.<\/p>\n When you combine these five principles, something shifts. Your network becomes stronger. Your conversations become more meaningful. Your opportunities become more consistent.<\/p>\n More importantly, you become the kind of lawyer (and human) people want to be around, want to work with, and want to refer. And that is when rainmaking stops feeling like a grind and starts working the way it is supposed to.<\/p>\n If you want to take this further, email me at steve@fretzin.com<\/strong> and I will send you a FREE copy of my e-book, The Attorney\u2019s Networking Handbook<\/em><\/strong>, also available on Amazon. You can also dive deeper into these strategies on my podcast, Future Rainmakers, or explore the ALL NEW BE THAT LAWYER Community<\/strong> to gain access to all of my content, including networking best practices and how to build your own Karma Mountain.<\/p>\n Steve Fretzin is a five-time bestselling author, host of the\u00a0BE THAT LAWYER\u00a0and\u00a0Future Rainmakers\u00a0podcasts, and a business development coach who works exclusively with attorneys. For more than 18 years, he has helped lawyers build strong books of business without selling, pitching, or chasing, using his proven Sales-Free Selling\u2122 approach. His clients consistently become top rainmakers and credit his coaching and systems for driving meaningful, measurable growth. Steve can be reached directly at\u00a0steve@fretzin.com<\/a>, or through his website at\u00a0www.bethatlawyer.com<\/a>. Connect with him on LinkedIn at\u00a0https:\/\/www.linkedin.com\/in\/stevefretzin<\/a>. His ALL NEW\u00a0BE THAT LAWYER Community\u00a0is changing how lawyers develop the skills never taught in law school. Learn more at\u00a0www.bethatlawyer.com\/community<\/a><\/em><\/strong><\/p>\n The post Climbing Karma Mountain: The Rainmaker\u2019s Advantage No One Teaches In Law School<\/a> appeared first on Above the Law<\/a>.<\/p>\n Early in my career, I thought networking meant showing up, shaking hands, and finding a way to turn conversations into opportunities. That approach led me to a lot of meetings, a lot of business cards, and a surprising amount of stuff I didn\u2019t need, from financial products to random services I bought just to support someone else. At the time, it felt like the right move. In reality, I was missing the bigger picture.<\/p>\n What I eventually learned is that rainmakers don\u2019t chase business. They build what I call \u201ckarma capital.\u201d They invest in people, relationships, and reputation long before they ever see a return. Over time, that investment compounds in ways that traditional networking never will.<\/p>\n If you feel like you are putting in the hours but not seeing the results, you may be stuck as what I call a \u201cprofessional meeter.\u201d Busy, active, visible, but not moving the needle. The shift comes when you stop thinking only of yourself and you start focusing on the success of others.<\/p>\n Here are five ways to build real momentum by climbing Karma Mountain.<\/p>\n 1. Stop Selling and Start Understanding<\/strong><\/p>\n Most lawyers walk into a meeting thinking about how to position themselves, how to impress, or how to eventually land the work. That mindset creates pressure, and people feel it immediately.<\/p>\n The better approach is to remove the agenda of selling altogether. Focus on asking thoughtful questions, listening closely, and showing that you understand what the other person is all about. When someone feels understood, trust builds quickly. That trust is what opens doors, not a polished pitch.<\/p>\n There is a basic human need to be heard and understood. When you meet that need, you stand out in a way most lawyers never will.<\/p>\n 2. Lead With Value Before You Earn It<\/strong><\/p>\n One of the fastest ways to build karma is to help someone without expecting anything in return. I recently saw a consultant in the legal space launch a new book. Instead of waiting for an introduction or thinking about what I could gain, I reached out and offered him a chance to promote it on my podcast, BE THAT LAWYER.<\/p>\n That one gesture created goodwill immediately. It opened the door to a relationship that started on the right foot, not based on a transaction, but on selflessness and being of-service.<\/p>\n I do the same thing when I meet with legal marketing agencies. Many are strong on marketing but struggle with business development. I will spend time walking them through better ways to approach conversations, showing them how a sales-free model builds trust and avoids resistance. I am not billing for that time. I am building karma.<\/p>\n That is how relationships get traction.<\/p>\n 3. Treat Networking Like a Skill, Not an Activity<\/strong><\/p>\n Too many lawyers treat networking like something you just go out and do. Show up, grab a drink, have a few conversations, and hope something sticks.<\/p>\n That is not a strategy. That is guesswork.<\/p>\n Networking is a skill set. There is language that works, structure that creates better conversations, and a process that leads to real outcomes. When you become a student of those skills, everything changes. You become more efficient, more confident, and far more effective.<\/p>\n If you are going to spend 100 to 300 hours a year meeting people, it makes sense to invest time learning how to do it right. Otherwise, you are just staying busy without building anything meaningful.<\/p>\n 4. Do What You Say You Are Going to Do<\/strong><\/p>\n This is where a lot of lawyers quietly lose ground.<\/p>\n They make commitments in meetings, promise introductions, agree to follow up, and then let things slip. Maybe it is not intentional, but it is noticeable. People keep score, even if they never say it out loud.<\/p>\n Every missed follow-up, every late arrival, every rescheduled meeting chips away at your credibility. On the flip side, every kept promise builds trust.<\/p>\n If you say you are going to connect two people, do it quickly. If you schedule a meeting, show up on time. If you offer help, follow through.<\/p>\n Karma is built on consistency. Reliability is one of the fastest ways to separate yourself from the crowd.<\/p>\n 5. Become Known as a Giver<\/strong><\/p>\n The most successful rainmakers I know all share one trait. They are givers.<\/p>\n They walk into meetings thinking about how they can help the other person, not how they can benefit themselves. They listen for opportunities to make introductions, share ideas, or connect people who should know each other.<\/p>\n A simple but powerful habit is to take notes during a meeting and identify at least one person you can introduce them to. It might be a potential client, but more often it is a strategic partner. Someone who can expand their network or open doors they could not access on their own.<\/p>\n Then you follow through with a thoughtful introduction. Not a quick email, but a quality connection that shows you understand both sides and why it matters.<\/p>\n That is how you build a reputation as someone who creates value. And once that reputation takes hold, people start looking for ways to help you in return.<\/p>\n Climbing Karma Mountain is not about being nice for the sake of it. It is about being intentional in how you build relationships. It is about playing the long game in a profession that often rewards short-term thinking.<\/p>\n When you combine these five principles, something shifts. Your network becomes stronger. Your conversations become more meaningful. Your opportunities become more consistent.<\/p>\n More importantly, you become the kind of lawyer (and human) people want to be around, want to work with, and want to refer. And that is when rainmaking stops feeling like a grind and starts working the way it is supposed to.<\/p>\n If you want to take this further, email me at steve@fretzin.com<\/strong> and I will send you a FREE copy of my e-book, The Attorney\u2019s Networking Handbook<\/em><\/strong>, also available on Amazon. You can also dive deeper into these strategies on my podcast, Future Rainmakers, or explore the ALL NEW BE THAT LAWYER Community<\/strong> to gain access to all of my content, including networking best practices and how to build your own Karma Mountain.<\/p>\n Steve Fretzin is a five-time bestselling author, host of the\u00a0BE THAT LAWYER\u00a0and\u00a0Future Rainmakers\u00a0podcasts, and a business development coach who works exclusively with attorneys. For more than 18 years, he has helped lawyers build strong books of business without selling, pitching, or chasing, using his proven Sales-Free Selling\u2122 approach. His clients consistently become top rainmakers and credit his coaching and systems for driving meaningful, measurable growth. Steve can be reached directly at\u00a0steve@fretzin.com<\/a>, or through his website at\u00a0www.bethatlawyer.com<\/a>. Connect with him on LinkedIn at\u00a0https:\/\/www.linkedin.com\/in\/stevefretzin<\/a>. His ALL NEW\u00a0BE THAT LAWYER Community\u00a0is changing how lawyers develop the skills never taught in law school. Learn more at\u00a0www.bethatlawyer.com\/community<\/a><\/em><\/strong><\/p>\n The post Climbing Karma Mountain: The Rainmaker\u2019s Advantage No One Teaches In Law School<\/a> appeared first on Above the Law<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":" Early in my career, I thought networking meant showing up, shaking hands, and finding a way to turn conversations into opportunities. 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