What can a coffee roaster teach a lawyer about business development?Plenty if you ask someone like Shafeen Mussa, whose career has taken him from science labs and roasting beans to business development and partnerships at the Queensland Law Society.In this episode, Shafeen joins Lofty in a personal capacity to share how real relationships — not marketing gimmicks — drive sales, referrals, and long-term success.We unpack what “sales equals service” really means, how to build confidence in outreach, and why genuine curiosity beats any script.Note: Shafeen appears in this episode in his personal capacity. The opinions expressed are his own and do not represent the Queensland Law Society.Episode Highlights / Chapters00:00 – Introduction & disclaimer02:30 – From Zimbabwe to Logan: Shafeen’s early years and the moment he discovered sales06:40 – Why “sales equals service”09:45 – How to turn rejection into opportunity (and what a 2-in-10 close rate really means)14:20 – The coffee cart story: growing from 6 to 400 cups a day through relationships26:45 – Why people buy from people, not products30:00 – How AI changes sales but can never replace human connection36:40 – Lessons from the Chamber of Commerce and the power of consultative selling42:00 – Why lawyers have a responsibility to sell46:00 – The compounding effect of word-of-mouth and referrals49:00 – Final takeaways: persistence, presence, and being a good humanShow Notes & LinksConnect with Shafeen Mussa on LinkedIn: https://www.linkedin.com/in/shafmussa/For business development training and tools for self-employed lawyers, visit: https://thesell.lifeRead "Don’t Like Your Boss, Burn the Boats" — the book inspiring lawyers to pursue self employment - search for it on Amazon.