#112 "Let Them Say No": Building Business Development on Weak Ties

Jason Levin wrote an entire book challenging a simple truth: we say "keep in touch" but really mean goodbye, so what if lawyers actually executed on those three words? For 15 years, he's trained new partners and practice groups on business development rooted in social science: the strength of weak ties, six degrees of separation, and the power of dormant connections. His message is simple but transformative—your casual relationships matter more than you think, and most attorneys ignore them completely. In this episode of Lawyers Who Learn, host David Schnurman explores how Jason built his career teaching the one skill law schools never cover. His path started as a high school file clerk at a New Jersey law firm, because he was the babysitter for one of the firm’s partners.  She once told him, “If you can get my kids to bed on time, you can certainly handle our practice group’s files.” It was that early experience which solidified his interest in building relationships. Jason went on to an MBA at Georgetown University, spent five years in France following a Rotary Ambassadorial Scholarship, led sales teams at Home - Vault selling to law firms, and eventually launched his own practice of training business development to attorneys, accountants, and executive search firms. The conversation reveals an unexpected vulnerability when Jason shares his ADHD diagnosis from three years ago. The kid who couldn't understand social cues in elementary school, who would blurt out comments five minutes too late, systematically taught himself active listening and relationship skills through social science research. By senior year of high school, he was voted most talkative. His philosophy of "let them say no" rejects the double rejection we create in our minds, showing how intentionality transforms networking from obligation into authentic connection.