Business Development that Works with Gary Johnson

In this episode, Alay and Gary discuss: 

  • Why what works for the rainmaker doesn’t necessarily work for each attorney. 
  • Different ways of tackling business development that fit your strengths. 
  • Building a business development strategy for your law firm.   

Key Takeaways: 

  • The rainmaker’s strengths may not be your strengths – your business development should play to your strengths. 
  • Introverts can be the best networkers because they are better at active listening. 
  • Curiosity connects people. The more curious you are about others, the more they feel seen, heard, and connected to you. 
  • Lean into your passions when you’re doing business development. People connect with those who do what they love. 


Tweetable Moments:

  • “The good and bad part about business development and marketing is that there’s not one size that fits all.” —  Gary Johnson
  • “An active listener is controlling the conversation the entire way. And they’re listening to the stuff that somebody says, and they are also reacting to it as well appropriately.” —  Gary Johnson
  • “Curiosity will win the day. If you’re really curious, you’ll ask more questions. You won’t make it about you, you’ll make it about everyone else.” —  Gary Johnson
  • “When you have stuff that you can offer for business development, whether it’s through writing, through LinkedIn, or through speaking, establishing your thought leadership and using your thought leadership to build a book of business is really, really fun. Because at that point you’re just teaching and you’re talking about stuff that you already geek out on.” —  Alay Yajnik


About Gary Johnson:

Imagine getting 5X more referrals whether you are an introvert or extrovert…it doesn’t matter.  At J2 Marketing, we coach attorneys on how to build a robust book of business with ideal clients.  There is a lot of confusion in marketing a legal practice…we take the confusion out,  to save attorneys time and money with the most profitable strategies that are tailored to their strengths…instead of to someone else’s.


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