Ep. 10 - Rainmaking for Introverts

Successful Barrister

Being naturally introverted doesn’t mean you can’t be a great rainmaker – it just means you have to be intentional. In this episode of the Successful Barrister Podcast, cohosts Marc Whitehead and Diana Berry explain how introverted people can make the most of networking events. Build out your referral sources by learning how to effectively present yourself, how to prepare, and who to talk to.

[0:50] Marc introduces the podcast and its subject matter: rainmaking for introverts. The subject comes from a Successful Barrister article Marc wrote years ago.

[3:15] Marc considers himself to be an introvert, though Diana feels otherwise. Marc says that he does not tend to carry conversations in group settings and has to make conscious decisions to take himself out of his comfort zone.

[4:49] What does it mean to be a rainmaker? Marc defines this in part as being relevant and memorable to the people who you are in front of. These traits make you referrable.

[6:35] Introverts can be successful rainmakers, but they have to be more intentional to put themselves in a position to engage purposefully. One way to do this is by being prepared with questions.

[9:11] One way to prepare yourself to be a good rainmaker is by knowing who you are. Marc recommends the DISC test, which stands for dominance, influence, steadiness, and compliance. Marc scores high on steadiness.

[11:41] Another part of being a successful rainmaker is picking your battles. If you are in a room of people, be intentional about who you spend your time talking to. You can talk to your friends later – use your time at events purposefully.

[14:27] If you find yourself uncomfortable at a large networking event, Marc recommends having many short conversations and following up with people one-on-one later. Marc also tries to be a resource for people. For example, Marc helps personal injury lawyers navigate situations involving social security and Medicare and even compiled a handbook.

[18:04] You also need a good elevator pitch. Marc starts his pitch with a hook – “I’m the luckiest lawyer in the world.”

[20:20] Is being unique useful? Having a unique pitch for yourself can help you be memorable. The book Traction by Gino Wickman argues that every person should develop their “three uniques.”

[23:15] Finding a way you can stand out as an introvert can help you become a successful rainmaker. Marc presents himself as an expert – this does not require him to be extremely outgoing, but it frames the way he presents himself.

[24:41] Persistence is key, but back up that persistence with action. Marc keeps a gift list for his referrals and runs the Successful Barrister newsletter. Diana brings up business development lunches, and how they allow for consistent contact.

[29:44] Marc gives a bonus tip – speak to vendors at conferences! They are paid to be there and are often well-connected.