147: Ten Golden Rules of Networking for Lawyers with Keith Wasserstrom & Jay Berkowitz

Ten Golden Rules Internet Marketing for Law Firms Podcast

Success in business starts with showing up, but Keith Wasserstrom shows us that true impact lies in turning simple interactions into lasting connections. As a seasoned business advisor and former attorney, Keith has mastered the art of networking and shares how lawyers and professionals can build relationships that drive results. In this episode, we explore his practical tips for creating meaningful conversations, leveraging personal branding, and finding opportunities in unexpected places. From strategies to stand out at events to advice on scaling a practice, Keith’s insights reveal how the right mindset and approach can transform your career and your life.

Key Topics

02:46 – How Keith helps business owners gain clarity and balance in their professional and personal lives.

03:43 – The importance of systematizing businesses, inspired by lessons from E-Myth.

05:05 – Encouraging sole practitioners to grow their practices by delegating and building a team.

06:39 – Why scaling a legal practice requires leveraging associates and systems to increase revenue.

07:54 – The concept of aligning passion and profession using the “Hedgehog” principle.

08:44 – Keith’s early networking success as a young associate and the power of relationship-building.

09:25 – Turning casual encounters at events into high-value business opportunities.

10:39 – Networking rule #1: Show up early to maximize quality conversations.

11:47 – Why introducing yourself and exchanging business cards is essential at noisy events.

15:22 – Building rapport through shared passions, hobbies, or interests as conversation starters.

16:55 – How following up with personalized touches solidifies professional connections.

19:29 – Leveraging board memberships to connect with people who share your interests.

20:31 – Contributing your skills to boards to build credibility and expand your network.

21:48 – Selecting the right networking group based on referral opportunities and target markets.

23:00 – How organizations like BNI and chambers of commerce help in structured networking.

24:04 – Using family or community activities, like coaching, as networking opportunities.

25:07 – Focusing on service over selling to build trust and long-term relationships.

25:40 – Building a personal brand through public speaking and starting a podcast.

27:20 – Quickfire questions on productivity tools and recommended reads.

Resources Mentioned

Books:

• E-Myth by Michael Gerber - https://a.co/d/1kzzeq5
• Atomic Habits by James Clear - https://a.co/d/5byiBcD
• 10 Secrets from the Legal Pad by Keith Wasserstrom (Available upon request with Keith).

Apps & Technologies:

• Buzz.ai – https://buzz.ai/ - all-in-one sales engagement platform

Websites:

1. Corporate Council Business Advisors - https://www.corporatecounsel.com/
2. BNI (Business Network International) – Structured networking group for professionals - https://www.bni.com/

About our Guest:

Keith Wasserstrom is an accomplished Executive and Business Coach specializing in helping small businesses double their profits within 12-18 months—guaranteed. As a part of System & Soul, Keith guides leadership teams in optimizing their systems, aligning their people with company values, and fostering accountability to drive sustainable growth. With a track record that includes managing IPOs, public offerings, and mergers ranging from $500,000 to $32 billion, Keith brings unparalleled expertise to business strategy and development. He is passionate about transforming businesses into efficient, profitable ventures and empowering owners to enjoy their success without being overwhelmed. Whatever the challenge, Keith is committed to improving your business and your life.

https://www.linkedin.com/in/keithwasserstrom/

https://www.corporatecounsel.com/

About Jay Berkowitz:

Jay Berkowitz is a digital marketing strategist with decades of experience in the industry. As the CEO of Ten Golden Rules, he has helped countless law firms and businesses harness the power of the internet to achieve remarkable growth and visibility. Jay is also a renowned keynote speaker and author, sharing his expertise at various industry events and publications worldwide.

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