The Rainmaking Podcast

TRP 315: Business Development Secrets from My Art Business with Scott Love

Thu, 30 Apr 2026 07:00:00 -0000

In Episode 315 of The Rainmaking Podcast, Scott Love shares seven powerful business development lessons learned from building his art business—and how those same principles apply to law, recruiting, consulting, and high-level B2B sales. From niching deeply and creating true distinction to forming strategic alliances and leveraging charitable relationships, Scott explains how success in one domain can translate directly into another. The core message: the fundamentals of rainmaking are universal—you just need to apply them intentionally.

Scott also dives into advanced concepts like storytelling, relationship-driven marketing (instead of constant pitching), and continuous learning as a competitive advantage. Whether you’re a law firm partner, investment banker, or professional services provider, this episode delivers a practical framework for building visibility, attracting opportunities, and creating long-term client relationships. If you want to grow your book of business in a more strategic and sustainable way, this is a must-listen episode.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/F2Bt3wI4YrI

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/

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Scott Love is a well-connected legal recruiter in the deal ecosystem, where he brings law firm partners intelligence, introductions, and strategic moves. He is the producer of The Rainmaking Podcast, the Editor in Chief of The Rainmaking Magazine, and co-author of Rainmaker Confidential. Scott has also delivered over 1,000 live and virtual presentations to corporate, association, and legal groups on topics including business development and recruiting.

https://attorneysearchgroup.com/scott-love

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

www.therainmakingpodcast.com

www.therainmakingmagazine.com

Scott Love’s art can be found on Instagram:

https://www.instagram.com/scottlovefineart/

His art website is www.scottlovefineart.com

The Law Firm Leadership Lab, May 14-15, New York City

https://surepoint.com/managing-partner-lab/

What is the MPL The Managing Partner Lab (MPL) is a collaborative two‑day, in‑person workshop designed exclusively for managing partners and executive directors. This is a working session built to help senior firm leaders step away from daily demands and focus on the issues that most directly influence firm performance.

Across two days, participants engage in expert‑led discussions, peer collaboration, and practical workshops that translate industry insight into firm‑specific plans. The MPL brings together nationally recognized thought leaders in law‑firm economics, talent strategy, technology, and client expectations—along with facilitated opportunities to connect with peers facing similar challenges.

Why Attend

Mid‑sized firms are navigating unprecedented pressure: evolving talent dynamics, tightening margins, rapid technology disruption, and rising client expectations. Leaders need time and space to make sense of what’s changing—and determine what to do next.

Rain Dance by LSSO, June 3-4, Chicago

https://legalsales.org/lsso-raindance-conference-2026

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TRP 314: [Legal] The Power of Niching Deeply with Frank Koranda

Tue, 28 Apr 2026 14:32:00 -0000

In Legal Episode 314 of The Rainmaking Podcast, Scott Love speaks with Frank Koranda of Polsinelli about the power of niching deeply—and how building a focused, specialized practice can transform client development, deal flow, and firm growth. Frank shares how his firm moved beyond a general M&A offering to create a dedicated private equity M&A practice, aligning talent, messaging, and strategy around a clear differentiator. The result: stronger positioning in the market, faster deal execution, and deeper trust with clients who value specialization over generalization.

The conversation also explores how niching impacts referrals, recruiting, and long-term client relationships. By clearly communicating their expertise and focusing on a specific ecosystem—private equity funds, investment bankers, and portfolio companies—the firm increased visibility and repeat work. Frank breaks down practical lessons for professionals looking to niche down: identify your strengths, eliminate distractions, and commit to a bold, differentiated strategy. For lawyers and professional service providers seeking sustainable growth, this episode is a blueprint for building authority through specialization.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/mhTSzDVIo64

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💥 Now live — subscribe today www.therainmakingmagazine.com/info

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Frank advises clients on complex corporate and financial transactions, with a particular focus on private mergers and acquisitions. As Chair of the Private Equity – Mergers & Acquisitions Practice Group, he counsels private equity funds, strategic acquirers, family offices and their portfolio companies on stock and asset purchases, mergers, divestitures and financial reorganizations. He has represented clients in transactions ranging from multi-million to multi-billion in value.
Beyond transactional work, Frank serves as outside general counsel to private companies, investment funds and family offices, supporting their day-to-day legal needs with a focus on practical solutions that drive business growth. His experience spans a wide range of industries, including:

Health care products, services, and technology
Telecommunications, technology and media
Highly engineered manufacturing, light manufacturing, industrials and distribution
Consumer products
Professional services
Infrastructure, transportation and logistics

Links:

https://www.polsinelli.com/frank-koranda

Rain Dance by LSSO, June 3-4, Chicago

https://legalsales.org/lsso-raindance-conference-2026

The Law Firm Leadership Lab, May 14-15, New York City

https://surepoint.com/managing-partner-lab/

Why Attend

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TRP 313: Building a Pipeline Through Online Connections with Fin Wycherley

Thu, 23 Apr 2026 07:00:00 -0000

In Episode 313 of The Rainmaking Podcast, Scott Love speaks with Fin Wycherley, founder of Supersized Media, about how professionals can build a consistent client pipeline through online connections. Fin explains why relying on referrals, directories, and traditional networking is no longer enough—and how lawyers, consultants, and executives can use personal branding and high-value content to become “sales magnets” online. Instead of generic updates, the key is creating content that directly addresses client pain points, educates the market, and positions you as the go-to expert in your niche.

The conversation dives into practical strategies for building visibility and converting attention into business, including how to create content that gets shared, leverage multiple platforms (LinkedIn, YouTube, TikTok), and turn engagement into real opportunities through lead capture and nurturing. For professionals who want to move from unpredictable referrals to a scalable business development system, this episode provides a clear framework for building authority, visibility, and a predictable pipeline of inbound opportunities.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/UdMdhWV94zA

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💡 Created for results-driven rainmakers who value credibility and substance.
💥 Now live — subscribe today www.therainmakingmagazine.com/info

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Fin Wycherley is the founder of Supersize Media, a BBC commentator, and a keynote speaker trusted by Meta, Vodafone, Google, and 10 Downing Street.

She is followed by Barack Obama on social media which tells you something about the level she operates at.

Fin works at the intersection of law, finance, and influence helping high-performing professionals turn expertise into visibility, and visibility into revenue.Her clients are not beginners. They’re lawyers, partners, consultants, and executives who are already exceptional at what they do but increasingly invisible where it now matters most: online.She fixes that.

Links: https://www.linkedin.com/in/finwycherley/

info@supersizemedia.co.uk

Free Authority Reset - Fix your positioning in 10 minutes

Rain Dance by LSSO, June 3-4, Chicago

https://legalsales.org/lsso-raindance-conference-2026

The Law Firm Leadership Lab, May 14-15, New York City

https://surepoint.com/managing-partner-lab/

What is the MPL The Managing Partner Lab (MPL) is a collaborative two day, in person workshop designed exclusively for managing partners and executive directors. This is a working session built to help senior firm leaders step away from daily demands and focus on the issues that most directly influence firm performance.

Across two days, participants engage in expert led discussions, peer collaboration, and practical workshops that translate industry insight into firm specific plans. The MPL brings together nationally recognized thought leaders in law firm economics, talent strategy, technology, and client expectations—along with facilitated opportunities to connect with peers facing similar challenges.

Why Attend? Mid-sized firms are navigating unprecedented pressure: evolving talent dynamics, tightening margins, rapid technology disruption, and rising client expectations. Leaders need time and space to make sense of what’s changing—and determine what to do next.

Learn more about your ad choices. Visit megaphone.fm/adchoices

TRP 312: How Rainmakers Can Tell Good Stories with Rob D. Willis

Thu, 16 Apr 2026 07:00:00 -0000

In Episode 312 of The Rainmaking Podcast, Scott Love speaks with storytelling expert Rob D. Willis about how rainmakers can use stories to win clients, build trust, and communicate more effectively. Rob explains why storytelling is deeply wired into human behavior and far more powerful than raw data or bullet points—because stories simplify complexity, create emotional connection, and help clients see themselves in the outcome.

Rob breaks down practical storytelling frameworks for professionals, including how to spot stories in everyday conversations, structure them using simple beginning–middle–end formats, and position your client as the “hero” while you act as the guide. Whether you’re pitching, networking, or leading client conversations, this episode gives you a clear system to move beyond information-sharing and start influencing decisions through compelling narratives.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/prADCJNmBnA

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💡 Created for results-driven rainmakers who value credibility and substance.
💥 Now live — subscribe today www.therainmakingmagazine.com/info

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Helping leaders transform complex strategies into compelling narratives that drive action. Working with teams at HelloFresh, Babbel, Raisin, and other industry leaders to build trust, engagement, and strategic alignment. Key Focus Areas: - Executive communication strategy and coaching - Strategic presentation development - Team communication workshops and training - High-stakes pitch preparation

Links:

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

https://www.instagram.com/robdwillis/

The Managing Partner Lab, May 14-15, New York City

https://surepoint.com/managing-partner-lab/

Why Attend

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TRP 311: [Legal] What In-House Counsel Really Want from Law Firm Events with Val Madamba

Tue, 14 Apr 2026 08:00:00 -0000

In Episode 311 of The Rainmaking Podcast, Scott Love speaks with Val Madamba about what in-house counsel actually want from law firm events—and why most firms get it wrong. Drawing from original research and interviews with in-house lawyers, Val reveals that many events fail because they feel too generic, overly broad, and disconnected from real client needs. Instead of defaulting to lecture-style presentations, she explains how firms can design events that foster meaningful conversations, stronger relationships, and real business development outcomes.

Val breaks down practical strategies to improve law firm events, including targeting the right audience (beyond just general counsel), involving clients directly in panels, and designing experiences that create engagement before, during, and after the event. Whether you’re planning a client dinner, CLE, roundtable, or practice group summit, this episode provides a clear roadmap to turn your events into powerful rainmaking tools that differentiate your firm and deepen client trust.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/R1-n0NNOlSA

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💡 Created for results-driven rainmakers who value credibility and substance.
💥 Now live — subscribe today www.therainmakingmagazine.com/info

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A former regulatory attorney turned legal-event strategist and facilitator, Val Madamba works with law firms and legal organizations to create summits, trainings, and client events that attract, engage, and motivate every audience. She is the author of the 2026 report "What In-House Counsel Want & Need from Law-Firm Events," based on interviews and surveys with 60+ in-house counsel.
Through Convene Legal, Val also designs and facilitates peer roundtable series that bring in-house and outside counsel together for honest, forward-thinking conversations around improving the way legal professionals work together.

Links: https://www.linkedin.com/in/vmadamba/

valeriemadamba.com

The Managing Partner Lab, May 14-15, New York City

https://surepoint.com/managing-partner-lab/

Why Attend

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TRP 310: The Flywheel with Andy Clark

Thu, 09 Apr 2026 07:00:00 -0000

In Episode 310 of The Rainmaking Podcast, Scott Love speaks with Andy Clark—author of Getting the Whole Pie—about the flywheel concept for sustainable business growth. Instead of relying on one big breakthrough, Andy explains that long-term success comes from consistent, disciplined execution that builds momentum over time. He breaks down how professionals—especially in law, recruiting, and consulting—can create a “rainmaking flywheel” that generates steady inbound opportunities, stronger visibility, and compounding growth.

Andy outlines four essential components of a high-performing flywheel: clear ownership, the right metrics, smart decision-making, and effective meetings. Together, these create accountability, focus, and alignment—turning scattered efforts into a repeatable growth system. This episode delivers a practical framework for professionals who want to simplify operations, improve business development, and build a scalable practice that runs with clarity and momentum.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/obswm4QTARM

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💡 Created for results-driven rainmakers who value credibility and substance.
💥 Now live — subscribe today www.therainmakingmagazine.com/info

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Andy Clark helps small business owners build companies that are more Profitable, Impactful, and Enjoyable, the Whole PIE. With a background in business law and two decades of experience advising entrepreneurs, Andy developed The Whole PIE System™, a practical, step-by-step framework for getting out of the weeds and leading with clarity.

He’s worked with business owners across North America to simplify operations, align their teams, and drive sustainable growth. Andy’s approach blends strategic thinking with real-world execution, always grounded in what actually works for small businesses with limited time and big ambitions.

When he’s not helping entrepreneurs fall back in love with their business, you’ll find Andy playing tennis, golf, or pickleball, strumming his guitar, or traveling with his wife and their four children from their home bases in Atlantic Canada and Costa Rica.

Links: https://www.linkedin.com/in/clarkandy8/

https://thewholepiesystem.com/

https://thewholepiesystem.com/about-andy-clark-champion-for-small-business-clarity-growth/

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TRP 309: The Three C’s of Persuasive Communication with Danny Bobrow

Thu, 02 Apr 2026 14:18:00 -0000

In Episode 309 of The Rainmaking Podcast, Scott Love speaks with Danny Bobrow, creator of the Persuasion Blueprint, about the Three C’s of Persuasive Communication: Caring, Connection, and Collaboration. Danny reframes persuasion as an ethical, non-coercive process focused on influencing outcomes through trust and understanding—not manipulation. He explains why most professionals fail to connect effectively: they assume their expertise is enough, when in reality, people make decisions emotionally and respond to those who demonstrate genuine care and understanding first.

The conversation dives into practical communication strategies, including how to close the “care gap,” ask better questions, and avoid common traps like over-talking, jargon, and premature problem-solving. Danny emphasizes that successful rainmakers slow down, listen actively, and guide conversations collaboratively—so clients feel understood and confident in their decisions. For lawyers, recruiters, and professional services providers, this episode delivers a clear framework to improve influence, build stronger relationships, and convert conversations into lasting business opportunities.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/SGb6bpeBqYc

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💡 Created for results-driven rainmakers who value credibility and substance.
💥 Now live — subscribe today www.therainmakingmagazine.com/info

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Danny Bobrow is the creator of the Persuasion Blueprint — a proven framework that's helped hundreds of leaders and teams turn everyday conversations into engines of caring, connection, and collaboration leading to success in every facet of life.

He's trained organizations to not only recover lost revenue from poor communication - but to build cultures that win loyalty, drive referrals, and create raving fans.

Danny holds dual MBAs from the University of Chicago and KUL in Belgium. He's also an ultraendurance athlete and mountaineer who brings the same clarity and grit to every stage and boardroom he enters.

Links:

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

Use coupon TPB30 for 30% off

https://www.dannybobrow.com/

The Managing Partner Lab, May 14-15, New York City

https://surepoint.com/managing-partner-lab/

Why Attend

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TRP 308: [Legal] 2025 State of the Legal Industry Report with Phil Flora

Tue, 31 Mar 2026 07:00:00 -0000

In Episode 308 of The Rainmaking Podcast (Legal Series), Scott Love speaks with Phil Flora of SurePoint Legal Insights to break down the 2025 State of the Legal Industry Report. The data reveals a surge in lateral hiring across nearly 6,000 law firms, with especially strong growth in transactional practices like corporate, real estate, and banking. Larger firms continue to consolidate market share, while mid-size firms accelerate mergers to stay competitive. The report also highlights a shift toward more sustainable hiring, with increased demand for partners and counsel roles rather than just associates.

The conversation also explores critical trends shaping the future of law firms, including retention challenges, the rise of non-equity partner tracks, and the growing role of artificial intelligence—along with its risks, such as increased AI-related errors in legal work. For law firm leaders, partners, and recruiters, this episode provides a clear, data-driven view of where the market is heading—and what strategic decisions are required to stay competitive in an evolving legal landscape.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/J8QJjKG4y70

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💡 Created for results-driven rainmakers who value credibility and substance.
💥 Now live — subscribe today www.therainmakingmagazine.com

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Links:

https://surepoint.com/landing/state-of-the-legal-industry-report-2025/

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

The Managing Partner Lab, May 14-15, New York City

https://surepoint.com/managing-partner-lab/

Why Attend

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TRP 307: Mission Critical Leadership with Jon Lokhorst

Thu, 26 Mar 2026 07:00:00 -0000

In Episode 307 of The Rainmaking Podcast, Scott Love interviews leadership expert Jon Lokhorst on what it means to practice mission-critical leadership in today’s volatile and complex business environment. Jon introduces a powerful framework for leading in all directions—not just managing direct reports, but also leading yourself, influencing peers, and effectively managing upward. In professional services firms, where hierarchy is often flat and influence matters more than authority, this approach is essential for building trust, alignment, and long-term success.

The conversation breaks down practical leadership tools, including self-leadership through vision and values, improving internal self-talk, leading peers without formal authority, and implementing coaching-style leadership with accountability. Jon also shares actionable strategies such as structured one-on-one meetings, supportive accountability, and leadership development planning. For law firm partners, executives, and professionals navigating growth and complexity, this episode delivers a clear roadmap for developing leaders people want to follow and building teams that perform at the highest level.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/pvw9vtfa8NM

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💡 Created for results-driven rainmakers who value credibility and substance.
💥 Now live — subscribe today www.therainmakingmagazine.com

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WHAT I DO: I partner with organizations to develop leaders everyone wants to follow, build teams no one wants to leave, and deliver exceptional results. WHY IT MATTERS: As if leadership isn't challenging enough, today's business environment is increasingly volatile, uncertain, complex, and ambiguous (VUCA). The coronavirus pandemic has rocked everyone's world. The emergence of artificial intelligence, blockchain, and other technologies are both disruptive threats and new opportunities. Add the ongoing battle for top talent and there's no doubt about the need for a new model of leadership. Today's leaders must become more visionary, strategic, and innovative, as well as developers of people. HOW CAN I HELP? It's easy to get caught up in the whirlwind and not get to your top priorities. Or to become overwhelmed by constant change, with your plate overflowing, always fighting fires. You want to get to the next level, but feel stuck. You need a breakthrough.

Links:

https://yourbestleadership.com/books/

https://yourbestleadership.com/

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

The Managing Partner Lab, May 14-15, New York City

https://surepoint.com/managing-partner-lab/

Why Attend

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TRP 306: [Legal] Build Authority and Win Clients with Video with Robert Weiss

Tue, 24 Mar 2026 07:00:00 -0000

In Episode 306 of The Rainmaking Podcast, Scott Love speaks with Robert Weiss of MultiVision Digital about how law firms can build authority and win clients using video marketing. While most firms rely on referrals, networking, and written thought leadership, Robert explains that video accelerates the “know, like, and trust” factor by allowing prospects to see how attorneys think, communicate, and solve problems. Despite its effectiveness, most law firms are still underutilizing video—creating a major opportunity for firms willing to adopt a thoughtful, strategic approach to video content.

The conversation breaks down how to implement video the right way: aligning content with business objectives, repurposing webinars into multiple short-form videos, and building a consistent cadence across marketing channels like LinkedIn, email, and website content. Robert emphasizes that video is not a one-off tactic but a long-term strategy that compounds over time—helping firms increase visibility, strengthen client relationships, and improve conversion. For law firm partners, marketers, and leaders looking to stay competitive, this episode delivers a practical roadmap for legal video marketing, personal branding, and client development.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/p8EwmYVJ-Hc

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💡 Created for results-driven rainmakers who value credibility and substance.
💥 Now live — subscribe today www.therainmakingmagazine.com

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MultiVision Digital is a New York City corporate video production and video marketing services company. We specialize in helping businesses plan, create and integrate business video content into their awareness, search, social, lead nurturing, and sales process. Driven by a collection of digital marketers and senior video professionals we have produced over 800 business videos to date and allowed our clients to increase sales, lead generation, and client loyalty.

Links:

https://multivisiondigital.com/attorneys/

https://www.youtube.com/user/MVProductionsNYC/videos

https://multivisiondigital.com/

The Managing Partner Lab, May 14-15, New York City

https://surepoint.com/managing-partner-lab/

Why Attend

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TRP 305: Generational Issues in Professional Services Firms with Hannah Romick

Thu, 19 Mar 2026 07:00:00 -0000

In Episode 305 of The Rainmaking Podcast, Scott Love sits down with Hannah Romick, an expert in performance improvement, change management, and stakeholder engagement, to unpack the growing impact of generational differences in professional services firms. As law firms and advisory organizations navigate shifting expectations around work, communication, and career development, leaders are increasingly challenged to align multiple generations under a shared culture. Hannah explains how generational tension is often misunderstood—and how firms can move beyond labels to focus on performance, accountability, and measurable outcomes.

The conversation dives into practical strategies for driving cultural transformation, leadership alignment, and performance-based decision-making across generations. Hannah shares how firms can build sustainable change by linking leadership development with clear performance metrics, improving communication across teams, and engaging stakeholders at every level. For law firm leaders, partners, and professional services executives looking to strengthen firm culture, retention, and long-term performance, this episode offers a clear roadmap to navigating generational dynamics while maintaining high standards and business results.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/COM27VFyAAc

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💡 Created for results-driven rainmakers who value credibility and substance.
💥 Now live — subscribe today www.therainmakingmagazine.com

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Hannah is an expert in performance improvement, change management and facilitating stakeholder engagement. Specializing in cultural transformation and performance-based decision-making, she combines leadership development with performance measurements to ensure that any organization-wide change effort is effective and sustainable.

Links:

https://conscientstrategies.com/teams/hannah-romick/

https://www.linkedin.com/in/hannah-romick-307181/

The Managing Partner Lab, May 14-15, New York City

https://surepoint.com/managing-partner-lab/

Why Attend

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TRP 304: [Legal] Connecting the Dots: Pricing, Practice, and Profits with Tim Corcoran

Tue, 17 Mar 2026 07:00:00 -0000

In Episode 304 of The Rainmaking Podcast, Scott Love speaks with legal industry advisor Tim Corcoran about one of the most overlooked drivers of law firm profitability: pricing strategy. Many firms focus heavily on billable hours, origination credit, and revenue targets, but fail to connect the critical dots between how legal services are priced, how lawyers practice, and how firms ultimately generate profit. Tim explains why pricing is not just a finance function but a strategic leadership issue that directly affects client relationships, lawyer behavior, and long-term firm performance.

The conversation explores practical ways law firms can move beyond traditional hourly billing toward value-based thinking, better matter management, and smarter pricing decisions. Tim shares how partners can improve profitability by understanding the economics of legal work, aligning incentives, and communicating value more clearly to clients. For law firm leaders, partners, and legal professionals looking to improve law firm profitability, pricing strategy, and client value, this episode provides actionable insights into connecting pricing, practice management, and business development.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/QyaL8-wcWeM

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💡 Created for results-driven rainmakers who value credibility and substance.
💥 Now live — subscribe today www.therainmakingmagazine.com

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Tim Corcoran guides law firm and law department leaders through the profitable disruption of outdated business models. Tim is a former CEO, a Fellow and past Trustee of the College of Law Practice Management, past President and Hall of Fame member of the Legal Marketing Association, an American Lawyer Research Fellow, a past Teaching Fellow in the Master in Legal Business program at the Australian College of Law, a frequent facilitator and presenter at lawyer retreats and legal conferences, and a writer whose articles are published regularly in leading publications.

Links: https://www.bringintim.com/

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

The Managing Partner Lab, May 14-15, New York City

https://surepoint.com/managing-partner-lab/

What is the MPL The Managing Partner Lab (MPL) is a collaborative two‑day, in‑person workshop designed exclusively for managing partners and executive directors. This is a working session built to help senior firm leaders step away from daily demands and focus on the issues that most directly influence firm performance.

Why Attend

Learn more about your ad choices. Visit megaphone.fm/adchoices

TRP 303: Business Development as Theater with Jason Stiehl

Thu, 12 Mar 2026 07:00:00 -0000

In Episode 303 of The Rainmaking Podcast, Scott Love speaks with Jason Stiehl, Managing Partner of the Chicago office of Crowell & Moring, about a unique perspective on law firm business development: treating networking like theater.

Jason explains why successful rainmakers approach conferences and networking events as a series of interactions over time rather than a quick sales pitch. Preparation, curiosity, and authentic connections are critical to building trust and long-term client relationships.

They also discuss how lawyers can use conferences, presentations, and follow-up conversations to uncover shared interests and create genuine connections that lead to business opportunities.

If you're looking to improve your law firm client development, rainmaking strategy, and professional networking, this episode offers practical insights from a practicing rainmaker.

YouTube: https://youtu.be/Y5hDNsBYDCU

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/

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Jason Stiehl is the managing partner of Crowell & Moring’s Chicago office, where he is a member of the firm’s Litigation and Brand & Technology Groups. Jason is an experienced trial lawyer with a nationwide practice in federal and state courts focusing on complex litigation, consumer class actions and advertising disputes. He serves clients in the retail, food and beverage, pharmaceutical and medical equipment, advertising and technology sectors defending allegations related to consumer fraud, false labeling and deceptive practices and Lanham Act violations. As a leading consumer class action defense lawyer, Jason also defends clients in matters involving the regulatory “alphabet soup”. His experience includes defense and counseling regarding the Illinois Biometric Information Privacy Act, the Telephone Consumer Protection Act, and navigating the myriad varying state consumer protection statutes, including California’s Legal Remedies Act (CLRA) and the California Consumer Privacy Act (CCPA).

In addition, Jason represents clients in complex litigation matters involving corporate espionage, restrictive covenants, trade secrets and other intellectual property claims, general unfair competition and complex disputes over post-acquisition escrows and earnouts.

Links:

https://www.crowell.com/en/professionals/jason-stiehl

https://www.linkedin.com/in/jason-stiehl-22a82b4/

The Managing Partner Lab

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TRP 302: [Legal] Characteristics of High Performing Law Firms in BD with Jill Huse

Tue, 10 Mar 2026 07:00:00 -0000

In Episode 302 of The Rainmaking Podcast, Scott Love speaks with Jill Huse, Co-Founder and Chief Strategy Officer of Society 54, about the characteristics of high-performing law firms in business development.

Jill explains why many firms struggle with business development, including failing to invest in marketing resources, neglecting succession planning, and relying too heavily on individual rainmakers instead of institutional client relationships. She also shares how leading firms build stronger client relationships through client experience programs, coaching, and proactive business development strategy.

The conversation also covers how lawyers can grow their practice by nurturing professional networks, investing in thought leadership, and consistently following up on opportunities.

If you're a lawyer or law firm leader looking to improve law firm business development, client development strategy, and rainmaking performance, this episode offers practical insights.

YouTube: https://youtu.be/XQKz-6P8iNU

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Society 54 Co-Founder and Chief Strategy Officer Jill Huse is renowned as a trusted professional services advisor. Jill, a certified Business Coach, is highly regarded for her progressive ingenuity, research-based strategy, and, most importantly, her ability to deliver results for clients. In addition to her work with Society 54, Jill is also co-founder and CSO of Society Tech, a technology company that utilizes the proprietary software INform54 to help law firms track and analyze their firm performance initiatives to support strategic growth.

Jill’s strengths lie in ideation on high-level strategy, leadership development, and coaching attorneys and business professionals on career growth and relationship selling. She has worked in professional services marketing (legal and accounting) for over twenty years. She has an innate ability to identify, encourage, and develop her clients’ unique and differentiating professional strengths, and to help clients leverage these strengths to meet and exceed bottom-line goals.

Listen to Jill Huse’s previous podcast recording here:

https://podcasts.apple.com/us/podcast/trp-197-women-in-leadership-roles-in-professional-services/id318840415?i=1000655061348

The Managing Partner Lab, May 14-15, New York City

https://surepoint.com/managing-partner-lab/

Why Attend

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TRP 301: The Business Development Shift with Doug Ott

Thu, 05 Mar 2026 08:00:00 -0000

In Episode 301 of The Rainmaking Podcast, Scott Love interviews business development coach and author Doug Ott about his book The Business Development Shift and how lawyers, consultants, and other professional services providers can grow their practices through intellectual curiosity, trust, and consistency. Doug explains why the best business development strategy is not selling harder, but solving better by asking thoughtful questions, listening closely, staying visible, and building genuine relationships over time. He shares practical advice on how attorneys can improve client development, avoid passive networking habits, use stronger follow-up language, and make business development a daily habit even with a demanding billable schedule. This episode is packed with actionable insights.

YouTube: https://youtu.be/0O-4XaeM9QM

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Doug Ott is a business development coach and speaker who helps lawyers and consultants grow their practices through curiosity, trust, and consistent relationship-building, without pretending to be someone they’re not.

He is the author of The Business Development Shift, a practical guide for professionals who want to win work by asking better questions, deepening relationships, and staying visible in a way that feels authentic and sustainable.

Doug has more than 35 years of experience in sales, marketing, and business development leadership, including 20 years working closely with lawyers, consultants, and accountants. He previously led business development for Deloitte’s Forensic and Advisory practice, partnering with Fortune 100 general counsel and lawyers at leading international law firms.

Today, Doug explains complex business development concepts in clear, practical terms and is known for helping professionals turn thoughtful conversations into long-term client relationships. He works with firms across the U.S. and internationally and delivers most of his coaching and training from his home base in Lake Tahoe, California.

• Main website: www.dougottconsulting.com • Book page (order link): www.dougottconsulting.com/book • LinkedIn: https://www.linkedin.com/in/dougott123/

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The Managing Partner Lab

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TRP 300: The Power of Consistency with Mo Bunnell

Thu, 26 Feb 2026 08:00:00 -0000

Episode 300 marks the 300th installment of The Rainmaking Podcast, and Scott Love celebrates the milestone by bringing back Mo Bunnell, a leading business development coach and author of Give to Grow, for a practical conversation on the power of consistency in business development. Mo explains that the biggest challenge for busy partners isn’t knowing what to do—it’s staying consistent when client work spikes and results from outreach feel unpredictable. Because BD rewards are “intermittent,” many professionals quit too soon; the winners are the ones who keep making small, repeatable investments over time, letting the law of large numbers work in their favor.

Mo shares a simple operating system: plan quarterly, act weekly, execute daily—so you’re never trying to “decide and do” in the same moment. Quarterly planning focuses on brand visibility (beating obscurity), targeted relationship investment, measurable actions you control, and treating BD like a project rather than “random acts of lunch.” Weekly execution means choosing three BD actions that are BIG: Big impact, In your control (e.g., “invite Jane,” not “have lunch”), and Growth-oriented (proactive, not just “do great work”). Finally, he recommends a weekly accountability question—Did I do everything I could to grow this week?—plus a mindset shift from BD as an on/off switch to a dimmer, where even 15 minutes keeps momentum alive.

Scott mentioned the planner link during this episode, but it’s not available just yet. If you’d like to be the first to know when it launches, fill out the form here (https://bunnell-idea-group-inc.kit.com/cffda756bb) , and you’ll be added to Mo’s email list, where updates are shared first.

Visit: https: //therainmakingpodcast.com/

YouTube: https://youtu.be/lIXpPoyoUUk

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My team and I help complex organizations grow by scaling business development skills across their organizations and creating a growth-oriented culture. I'm the author of Give to Grow, The Snowball System, and the host of the podcast Real Relationships Real Revenue, and the founder of Bunnell Idea Group (BIG). Our team and I have trained tens of thousands of professionals. BIG’s clients have used Mo and his team’s GrowBIG® training to give their experts a system for growth that creates deep relationships, gives a comprehensive business development framework and dare we say, is fun to use. I started my career as a technical expert, passing all the actuarial exams to earn the highest designation: Fellow of the Society of Actuaries. Today, I love working with hundreds of clients, including some of the largest and most prestigious service-based organizations in the world. On the personal side, my wife Becky and I have been married for over 30 years. We enjoy spending time with our friends and two adult daughters. Outside of work, I love working out, backpacking, and playing ultimate frisbee at both the national and world levels. Becky and I live in Atlanta, Georgia, with our four horses, two cats, a dog, a bird, and a miniature donkey named Louie Hamilton.

Links:

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

https://bunnellideagroup.com/

https://bunnellideagroup.com/givetogrow/

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TRP 299: [Legal] Avoiding Pitfalls Related to Personal Finances for Lawyers with Darren Wurz

Tue, 24 Feb 2026 08:00:00 -0000

Episode 299 of The Rainmaking Podcast features Scott Love in conversation with Darren Wurz (author of The Lawyer Millionaire) on the most common personal-finance pitfalls attorneys face—and how to avoid them. Darren’s #1 warning is lifestyle creep: as income rises, spending rises with it (bigger house, cars, memberships, kids’ expenses), leaving high earners with surprisingly thin savings and heavy monthly burn. The fix starts with a mindset shift: define what truly drives happiness, think in concrete terms about “future you” (age + timeline), and recognize that money is a finite resource—especially when credit cards make overspending frictionless.

From there, Darren shares a simple, tactical system for busy lawyers who hate budgeting: bank-account-based cash flow management (a “Profit First”-style approach). Income flows into an “income” account, then automatically gets allocated into separate accounts for bills (recurring expenses), spending (guilt-free discretionary), savings/investing, and taxes—so you always know what’s available and you’re prepared for quarterly tax hits. He recommends reviewing finances weekly (or at least twice monthly) to keep the data familiar and actionable.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/L1CQf-vrASc

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You’ve built a successful and thriving law practice. You have so much potential and so many ideas. But instead of feeling like you’ve arrived, do you feel stuck or behind in getting to your goals? Do you feel stressed, super busy, and worried about the future?

You’re not alone. Many law firm owners I’ve worked with started out feeling the same way. They didn’t have a clear plan for their money and so they were spending too much, keeping too little, and feeling a bit lost and disorganized.

I specialize in helping successful, entrepreneurial law firm owners master their money so they can maximize their true financial potential. You make a lot of money—there’s no reason why we can’t make your dreams a reality. I’ll help you get crystal clear about the future you want for you and your family, create some big, long-term strategic goals, and formulate and implement a detailed plan to achieve those goals.

It’s about so much more than retirement. It’s about creating the life you want. And for law firm owners that also means creating a strategy for your law firm’s operation and future that supports your personal goals. This includes law firm profitability, business strategy, succession planning, selling your practice, and more.

Let’s make your dreams a reality.

To learn more, please visit TheLawyerMillionaire.com.

👉🏻P.S. Check out my free CLE: Retirement Planning Strategies for Law Firm Owners at www.retirementforlawyers.com (1.0 CLE in OH, KY, and IN)

"Plan with care. Live with courage." ®

Office: (859) 291-9879

**Investment advisory services offered through Schmerge Executive Planning Services, Inc., a registered investment adviser. Wurz Financial Services and Schmerge Executive Planning Services, Inc. are separate entities.**

Links:

https://www.amazon.com/Lawyer-Millionaire-Maximizing-Minimizing-Confidence/dp/1639051473

https://www.linkedin.com/in/darren-wurz

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TRP 298: How to Fit BD Into your Already Hectic Schedule with Eva Wisnik

Thu, 19 Feb 2026 08:00:00 -0000

Episode 298 of The Rainmaking Podcast features Scott Love in conversation with Eva Wisnik on how to fit business development into an already hectic schedule—especially for busy law firm partners and associates. Eva explains that many lawyers are trained to “issue spot” (anticipate what can go wrong), which is great for client service but can sabotage rainmaking unless it’s replaced with an opportunity-focused mindset. She reframes BD as “selling through substance”: asking better questions, showing genuine curiosity, and positioning outreach as problem-solving rather than “sales.” Her core message is that most BD resistance is fear (rejection, failure, imposing), and the antidote is shifting from self-focused thinking to client-centered value.

Eva then gets tactical: build a pipeline by staying in touch with intent and consistency, because meaningful business relationships often take 2–5 years to convert. She recommends simple, repeatable habits—“one action a day” (send a thoughtful note, share a relevant article, set a meeting, register for a conference), plus tracking micro-actions to build momentum. Practical examples include handwritten notes, small meaningful gifts, and “thinking of you” outreach tied to something useful. Her three action steps: look backward to identify the clients/relationships you most enjoy and then find more like them, take one BD action daily, and track those actions as wins so the process stays sustainable and you maintain control of your career.

Visit: https: //therainmakingpodcast.com/

YouTube: https://youtu.be/VT4jwamTMtI

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Eva Wisnik is a career expert and recruiter who has spent three decades shaping the careers of marketing, business development, and communications professionals in the legal industry. As the founder of Wisnik Career Enterprises, Inc., she is a trusted advisor to law firm leaders and CMOs seeking to build and retain top talent that drive business growth.

Eva’s expertise is rooted in her firsthand knowledge of the legal industry. Prior to launching her firm in 1996, she served as the Director of Recruitment and Training for leading firms Schulte Roth & Zabel and Cadwalader Wickersham & Taft. Since then, she has placed over 1,100 professionals in more than 120 AmLaw firms, including CMOs and senior marketing/BD leaders.

A recognized authority on talent and professional development, Eva’s insights have been featured in The New York Times, The Wall Street Journal, and Bloomberg. She is also the author of Your Fairy Job Mentor's Secrets for Success.

Eva has personally conducted over 900 training programs, equipping attorneys with a growth mindset and practical tools to build successful careers.

She holds an M.B.A. in Marketing from Fordham University and a B.A. in Psychology from Barnard College, Columbia University.

Links:

https://www.wisnik.com/about-us/bio-eva-wisnik/

https://www.linkedin.com/in/eva-wisnik/

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TRP 297: [Legal] Unique Challenges in Lateral Moves for Partners with Chuck Curtis

Tue, 17 Feb 2026 08:00:00 -0000

In Legal Episode 297 of The Rainmaking Podcast, Scott Love welcomes Chuck Curtis to discuss the unique challenges law firm partners face when considering a lateral move. Drawing on decades of experience in attorney recruiting and integration, Chuck explains that the decision to move should be driven primarily by platform fit—whether a firm truly supports and promotes a partner’s practice area. He emphasizes that partners must thoughtfully evaluate whether their current firm provides the marketing support, strategic alignment, and internal collaboration necessary to grow their book of business. Before going to market, partners should have candid conversations with leadership and, if moving as a group, align internally to ensure consensus and minimize risk.

The episode also explores best practices for navigating the transition process, including handling compensation discussions, preparing for potential counteroffers, and managing group dynamics. Chuck highlights the importance of transparency, strategic planning, and cohesion—particularly when moving as a team. Successful lateral integrations, he notes, occur when partners understand their value proposition, collaborate early with their new colleagues, and treat the move as a long-term business decision rather than a short-term financial negotiation. For partners contemplating a move, this episode delivers practical guidance on reducing disruption and maximizing success in a competitive legal marketplace.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/A-ragpjvPBY

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Chuck Curtis is a dynamic professional with nearly 40 years of professional services experience, including as Senior Director of Attorney Recruiting at Pillsbury from 2007 until his retirement in 2023. Shortly thereafter, he began his own coaching/consulting practice, utilizing his deep expertise and industry knowledge to consult with law firms regarding upgrading their partner hiring and integration processes, including aligning firm leadership with practice section leadership and recruiting leadership to developing winning hiring strategies and practices. He also provides strategic coaching to partners, associates, high-level internal recruiting leaders and external legal recruiters.

Links:

https://clcurtis31consulting.com/

https://www.linkedin.com/in/charles-curtis-7461a39/

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TRP 296: Repurposing Content with Joshua Altman

Thu, 12 Feb 2026 08:00:00 -0000

In Episode 296 of The Rainmaking Podcast, Scott Love interviews Joshua Altman, founder of Beltway Media, on how professional services firms can repurpose content to drive business development and brand visibility. Instead of treating webinars, interviews, white papers, or conference panels as “one-and-done” events, Joshua explains how a single piece of thought leadership can be transformed into blog posts, LinkedIn articles, short-form video clips, podcasts, email newsletters, and even white papers. By using a structured content calendar strategy, professionals can multiply their marketing output without constantly creating from scratch.

Joshua outlines a practical framework for modern content marketing built around four engagement pillars: what clients read, see, hear, and experience. He emphasizes planning ahead, avoiding platform dependency, and leveraging existing material to build consistent visibility across channels like LinkedIn, YouTube, email marketing, and professional blogs. For lawyers, consultants, and financial advisors looking to grow their brand and generate inbound business, this episode delivers tactical guidance on scalable content marketing, personal branding, and strategic media repurposing.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/jghfwLIYgNU

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Joshua is an experienced storyteller, strategist and creative force with more than two decades of experience shaping how people see, hear and connect with big ideas. Today, he leads beltway.media, a bold D.C.-based communications firm that helps brands and organizations cut through the noise.

Before founding the firm, Joshua was a multimedia journalist at The Hill, diving deep into federal policy including energy and the environment, tax and finance, healthcare, immigration, defense and criminal justice, and covering high-stakes election cycles right from the front lines.

For more than two decades, Joshua’s served as a member of The Telly Awards Judging Council, a select group of past winners who judge each year’s annual competition.

Now he works with everyone from scrappy startups to federal agencies including the U.S. Department of Justice and U.S. Department of Commerce, helping them refine their message, elevate their brand and truly connect with their audience, whether that’s customers, investors or the public at large. From reimagining agency websites to crafting magnetic stories, Joshua’s work has one goal: to make communications clear, compelling, and impossible to ignore.

Education

Georgetown University, M.A., Communication, Culture and Technology
The George Washington University, B.A. Journalism and Mass Communications

Links:

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

https://beltway.media/

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TRP 295: [Legal] How to Incentivize Partners for Business Development with Michael Roch

Wed, 11 Feb 2026 14:22:00 -0000

Michael Roch joins Scott Love to unpack a deceptively hard leadership challenge in professional services: getting partners to consistently do business development, and designing incentives that actually drive the right behavior. Roch’s central message is that there’s no universal compensation fix—the right approach depends on firm size, strategic priorities (rapid growth vs. deepening key relationships vs. refreshing a stale client base), and even national partnership culture (e.g., UK lockstep traditions vs. more individualistic U.S. models). He stresses that compensation is only a “lever,” not a self-executing solution: it works best when paired with strong leadership, clear expectations, and accountability conversations that tie each partner’s strengths and goals to the firm’s strategy.

Roch describes practical incentive strategies that go beyond simple origination credit. He argues firms should recognize that partners contribute differently—some excel at landing new clients, others at expanding existing accounts, and others at protecting “crown jewel” relationships—so incentives should be aligned to those roles and tracked accordingly. Non-monetary incentives can matter too, such as giving junior partners meaningful internal initiatives to build an “equity-owner mindset,” and publicly recognizing teams (not just lone rainmakers).

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/Hl7GPJjpdfI

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Michael Roch guides partnership boards, managing partners, and senior leaders globally on architecting strong partnerships and on leading their organizations to competitive growth.

Michael has advised dozens of organizations become market leaders in relation to their:

Global partnering strategy
Partner profit sharing, compensation, and reward
Partnership governance, leadership, and execution

Michael’s most recent book is The Partner Compensation Handbook, the comprehensive guide on profit sharing in professional services partnerships (together with Performance Leader's CEO Ray D’Cruz, Globe Publishing 2022).

Michael's clients range from multinational partnerships and alliances to mid-sized firms to start-ups across the globe; most operate in the professional services, technology, and related sectors. All of them value how Michael’s partnerships advice is infused by his hands-on experience as an entrepreneur and leader of partnerships - and how he brings together a unique combination of in-depth experience around partnership economics, governance, organizational design, motivation, and reward to help clients drive growth.

Links:

https://www.mhpradvisors.com/

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

https://www.linkedin.com/company/mhpradvisors

e: hello@mhpradvisors.com

Receive MHPR Insights: https://www.mhpradvisors.com/insights-signup

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TRP 294: Walking the Culture Talk with Alejandra Ramirez

Thu, 05 Feb 2026 08:00:00 -0000

Episode 294 focuses on the gap between “we have great culture” and the day-to-day behaviors people actually experience inside a firm. Scott interviews Alejandra Ramirez, founder of Ready Cultures and a longtime internal communications leader in big law, on what it really means to “walk the culture talk.” Her definition is simple but demanding: culture is credibility—aligning stated values with observable actions. She argues firms should start by auditing whether claimed values (like collaboration or transparency) show up in real behaviors (cross-selling between practices, sharing information with BD teams, etc.). Culture isn’t a slogan; it’s a set of conditions leadership actively creates, and when words and actions don’t match, trust erodes and performance suffers.

Alejandra then lays out how leaders close the gap: clear, consistent, actionable communication; active listening and feedback loops; and tying culture initiatives to measurable outcomes like engagement, retention, risk reduction, and cost savings. She emphasizes that firms recruit laterals on numbers but often lose them on fit—so culture must be evaluated explicitly during hiring through behavioral questions and by ensuring the “recruiting experience” matches the lived experience after arrival. Her three action steps: lead with curiosity (listen and ask questions), audit your internal communication system (tools, messages, measurement), and treat culture as a verb, not a noun—something you repeatedly do through choices, behaviors, and reinforcement. She also offers a practical “3H” framework (Head, Heart, Hands) to help leaders communicate change: facts, why it matters, and what to do next.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/iwev7mcnzcw

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Alejandra Ramirez is an internal communications strategist and the founder of Ready Cultures. With nearly 20 years of experience in communications—including 15 years in Big Law and professional services—she helps leadership teams close the gap between what they say and what their people actually hear, especially in high-stakes environments where clarity directly impacts client experience and results.

Her work focuses on executive messaging, crisis communication, and organizational alignment during moments of growth, change, and pressure. By strengthening internal clarity and trust, Alejandra helps firms improve execution, reduce friction, and deliver more consistent, high-quality client service—the foundation of sustainable rainmaking.

Links:

Website: https://www.readycultures.com/

3H Framework: https://www.readycultures.com/3h-framework

LinkedIn: https://www.linkedin.com/in/malejandraramirez/

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TRP 293: [Legal] Case Management: Opening Your Matter and Taking it through to Conclusion with Jay McAllister

Tue, 03 Feb 2026 08:00:00 -0000

In Episode 293 of The Rainmaking Podcast (Legal Series), Scott Love interviews Jay McAllister, founder of Paragon Tech, on how law firms can improve case management from matter opening through conclusion. Jay’s core insight: most firms use only 10–20% of their case management platform’s functionality (across tools like Clio, Smokeball, and Centerbase), leaving major efficiency gains “on the table.” He explains that many firms switch platforms reactively—because a system gets sunset (he cites Thomson Reuters exiting its Firm Central case-management product) or because they’re attracted to a shiny feature—without first diagnosing the firm’s true operational bottleneck.

Jay argues that the right approach is constraint-first: assemble a cross-functional steering committee, identify the firm’s biggest constraints, and then select/implement tech to solve those specific problems—rather than forcing the firm to conform to software. He highlights the upside of a “matter-centric” system: tighter time capture (citing research suggesting non-contemporaneous billing can cost roughly an hour per week), reduced friction through a single source of truth for documents and communications, improved client experience through a more choreographed process, and higher staff satisfaction. They also discuss change management—getting buy-in early by involving stakeholders—and the importance of surfacing KPIs automatically, including consultation show rates, retention/close rates, utilization, realization, and collections. Jay closes with three actions: (1) define the limiting constraint and success criteria before making any major change (including AI), (2) use a structured selection framework (he mentions a 53-criteria guide), and (3) get educated and leverage peer communities to avoid reinventing the wheel.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/yx1wN4G3cSk

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As someone who has always had an unconventional interest in studying technology and business, approaching both with the healthy skepticism of someone who demands real results, Jay found his tribe within the legal profession. Whether he’s racing on the track, soaring through the skies or shooting his next film, that same affinity for high performance fuels his work. He continuously explores new ways law firms can leverage technology and AI, sharing his learnings in real-time at legal tech conferences across the U.S., including Clio Con and through a growing content library of over 1,000 videos on LinkedIn and YouTube. As founder of Paragon Tech, Jay empowers law firm owners to harness technology that delivers greater value to their clients with less effort.

Links:

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

https://www.youtube.com/@paragontechit

Jay's Mental Health Short Film: https://www.youtube.com/watch?v=gSsMZvxtAQk&t=480s

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TRP 292: Act Like an Owner: Five Unlocks for Creating Culture People Love and Results Leaders Need with Greg Hawks

Thu, 29 Jan 2026 08:00:00 -0000

Episode 292 features Scott Love interviewing culture-transformation author and speaker Greg Hawks about his book Act Like an Owner: Five Unlocks for Creating Culture People Love and Results Leaders Need. Hawks frames workplace behavior through a simple but sticky metaphor drawn from his years as a landlord: in every organization you have owners (people who take responsibility and treat the “house” like it’s theirs), renters (people who do their jobs but don’t emotionally invest), and vandals (people who actively damage culture through blame, excuses, and disregard). A key point is that “acting like an owner” isn’t reserved for people with equity—anyone can adopt an owner mindset, and leaders of even small teams can influence culture by clarifying what commitment looks like, building trust, and refusing to tolerate “vandal” behavior that demoralizes everyone else.

Hawks also emphasizes that culture improvement is often less about elaborate programs and more about consistent, practical behaviors that create momentum. He highlights the value of clear standards and accountability (commitment measured by responsibility rather than hours), and “activating lasting value” through simple, specific encouragement that accelerates trust (“people like people who like them”). He argues the real leverage move isn’t obsessing over disengaged “renters” but addressing actively disengaged “vandals,” because removing toxic behavior makes it safe for others to re-invest. The conversation closes with actionable guidance: think beyond your own “room” and care about the whole “house,” notice and affirm positive behaviors in others regularly, and ask yourself in every situation whether you’re owning outcomes or defaulting to blame.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/iTqcAs6HCyc

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Greg empowers leaders and teams to “Unlock Everyday Greatness” by transforming disengaged workplaces into thriving ecosystems of trust, ownership, and intentional action. His three-decade career has been packed with love and service. As a nonprofit executive, real estate investor, and small business owner, he has impacted thousands of lives.

Being a natural collaborator Greg approaches his keynote speaking, consulting and thought leadership through a partnership lens. His Ownership Mindset Body of Knowledge compresses 30 years of collected insights into dynamic, verbally-visual keynotes that challenge the status quo, energize audiences and deliver immediately actionable next steps. He’s annoyingly optimistic, surprisingly profound and a lot of fun.

Clients like Coca-Cola, Paycom, COX and SHRM trust Greg to equip their people. As a result of his work, organizations evolve into places of shared language, energized momentum and sincere ownership. His passion for shaping environments where everyone gets to contribute their best daily is contagious.

Links:

https://www.greghawks.com/act-like-an-owner

https://www.greghawks.com/

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

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TRP 291: Using Charitable Activities to Reinforce Important Client Relationships with Karen Kaplowitz

Thu, 22 Jan 2026 15:15:00 -0000

Episode 291 features Scott Love in conversation with legal business development strategist Karen Kaplowitz on how lawyers can use charitable sponsorships to deepen client relationships and generate business in a way that feels authentic. Kaplowitz defines “charitable sponsorships” as the common scenario where a client invites a lawyer or law firm to support a charity through events such as dinners, honoree celebrations (often for a general counsel or senior executive), golf tournaments, or fundraising activities. While this can resemble other networking, she argues the charity context creates a stronger “expectation of interaction” and a closer bond because the client is personally invested. Done well, it is not simply writing a check; it is learning what the client and their company care about and showing up in meaningful ways that build trust and access in an increasingly competitive market where competitors are often being invited to the same opportunities.

Kaplowitz emphasizes that the biggest mistake firms make is treating charity involvement as a one-and-done transaction, which leads to wasted spend and missed relationship leverage. The value comes from being intentional: doing advance research on who will be there, coordinating internally to ensure the right lawyers attend, arriving early, engaging purposefully, and following up to convert introductions into ongoing relationships. She highlights high-impact approaches such as volunteering alongside clients (e.g., joining a client’s Thanksgiving service activity), helping a charity by mobilizing firm resources when a key client is being honored, and serving on boards where clients can see lawyers “in action” as problem-solvers. Her three recommended action steps are: (1) identify what charities your most important clients support, (2) plan specific ways to support the client and the charity (sponsorship, board service, volunteering, fundraising), and (3) execute with consistent follow-through as part of an organized relationship plan with clear activities and a budget.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/on0Bm4AfffE

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In this episode of The Rainmaking Podcast, Scott sits down with Karen Kaplowitz, a Lawdragon Global 100 Leader in Legal Strategy and Consulting, who is a master at helping law firms build client relationships through charity, and has personally raised over $20M in charity for a leading women’s civil rights organization.

Links:

https://www.legalmomentum.org/events/aiming-high-2026

https://www.newellis.com/PDFs/2010/May3-RightTimeRightGroup.pdf

https://www.newellis.com/PDFs/2011/April112011-CharityBegins.pdf

https://www.newellis.com/PDFs/2022/NewEllis-102422.pdf

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TRP 290: [Legal] Financial Management and Strategies for Independent Law firms with Ryan Kimler

Tue, 20 Jan 2026 08:00:00 -0000

Episode 290 features Scott Love in conversation with Ryan Kimler (Net Profit CFO) on financial management and strategy for independent law firms. Ryan argues that most small-firm owners struggle because they don’t have the right financial team around them, and he outlines a simple four-seat model: bookkeeper (tracks transactions and produces monthly financials), tax accountant/CPA (compliance and tax filings), fractional CFO (forecasting, efficiency, and decision support), and a retirement/investment advisor (helping partners retire on their own terms). Ryan then breaks down what non-financial founders should actually look for in their numbers: on the P&L, keep expenses grouped into three clear buckets—payroll, marketing, overhead—and track them as percentages of revenue; on the balance sheet, monitor cash, accounts receivable, debts, and owner distributions (especially to avoid mis-categorized items that can increase taxable income).

Ryan shares what he commonly sees when firms bring him in: a “great year” followed by declining profitability where the owner feels unclear about where the money is going, worries about payroll, and loses sleep due to a lack of forecasting and visibility. His firm’s approach is to create an annual plan, build a simplified financial dashboard/scoreboard (green/yellow/red), and then develop action plans that target the “red” metrics—often involving attorney productivity, hiring efficiency, pricing, collections, and marketing ROI—so the firm can improve cash flow, profitability, and owner take-home pay. The episode closes with three action steps: build the right financial team, review your financials regularly using a few key metrics and trends, and create an action plan to fix the number(s) that are off track.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/U0WFJSIZUuc

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💡 Created for results-driven rainmakers who value credibility and substance.
💥 Now live — subscribe today www.therainmakingmagazine.com

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Ryan Kimler is the Founder of Net Profit CFO, host of the Net Profit Podcast, and an international best-selling author. Through his firm, Ryan and his team specialize in helping law firm owners take control of their finances and drive sustainable, profitable growth. At Net Profit CFO, Ryan combines deep expertise in accounting and financial strategy to help law firms achieve two critical outcomes:

1. A financially healthy firm with consistent cash flow to support growth 2. And the ability for the owner to take home the income they desire to meet both personal and professional goals.

Ryan’s mission is simple — to give law firm owners the financial clarity they need to run a more profitable business and enjoy the freedom that comes with it.

Links:

LinkedIn- www.linkedin.com/in/ryankfinancialclarityllc/

Website- www.netprofitcfo.com

Legal CFO Podcast: https://www.youtube.com/@LegalCFO

Profit Call - https://go.oncehub.com/profit

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TRP 289: Breaking Ground: How Successful Women Lawyers Develop Thriving Practices with Deborah Farone

Thu, 15 Jan 2026 08:00:00 -0000

In this episode of The Rainmaking Podcast, Scott Love sits down with Deborah Farone, one of the legal industry’s foremost experts on law firm marketing, to discuss her new book Breaking Ground and the unique dynamics women lawyers face in developing a thriving practice. Drawing on interviews with 60 successful women rainmakers from around the world, Deborah explains how a lack of visible role models, unconscious bias, and confidence gaps can affect business development—but also how women can turn these challenges into strategic advantages. The conversation explores the importance of having a written business development plan, setting aspirational goals, building confidence, and using practical tools such as grounding exercises to overcome imposter syndrome and perform effectively in client-facing situations.

Scott and Deborah also examine the concrete habits and systems that consistently drive long-term rainmaking success. From intentional networking and authentic relationship-building to leveraging empathy, listening skills, and personal interests as connection points, Deborah emphasizes that there is no single “right” way to develop business. Instead, successful women lawyers build practices that align with who they are, supported by simple systems, regular touchpoints, and disciplined follow-through. The episode concludes with clear action steps for professionals at any stage of their career: carve out time to define a vision, actively nurture a professional network, and take immediate action to move one relationship—or opportunity—forward.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/sv0qPYQkb6c

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💡 Created for results-driven rainmakers who value credibility and substance.
💥 Now live — subscribe today www.therainmakingmagazine.com

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Over the past two decades, Deborah has carved out a niche by distinguishing herself as the chief marketing officer of two of the country’s most successful law firms and the founder of both firms’ business development and communications departments. But before entering into the legal marketing profession, she sharpened her communications and business development skills by working at a global management consulting firm.

Links:

https://deborahfarone.com/breaking-ground/

https://deborahfarone.com/about/

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

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TRP 288: How to Avoid Career Pitfalls and Recover from Missteps with Chad Dean

Thu, 08 Jan 2026 08:00:00 -0000

In this episode of The Rainmaking Podcast, Scott Love sits down with Chad Dean, Managing Partner of Integrated Management Resources, to discuss how professionals can avoid common career pitfalls—and recover strategically when missteps occur. Drawing on nearly three decades of experience recruiting senior finance and accounting leaders, Chad emphasizes the importance of slowing down decision-making, understanding true motivations for change, and avoiding reactionary moves driven solely by compensation. He explains why culture, leadership trust, and long-term growth potential are far more reliable indicators of a successful career move than short-term financial gain, and why many professionals benefit from having a neutral sounding board before making major decisions.

The conversation also explores how to navigate career setbacks, including short tenures, leadership mismatches, or ethical red flags, without derailing long-term credibility. Chad offers practical guidance on when it makes sense to exit a role quickly, how to frame career narratives with clarity and confidence, and why mentorship, networking, and disciplined self-care are essential for long-term career resilience. This episode provides thoughtful, grounded advice for professionals who want to manage their careers deliberately, minimize regret, and position themselves for sustained success—even in the face of uncertainty or change.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/R-EAamsckBQ

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💡 Created for results-driven rainmakers who value credibility and substance.
💥 Now live — subscribe today www.therainmakingmagazine.com

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---------------------------------------- Integrated Management Resources is an executive recruiting and talent solutions firm delivering executive search, interim/fractional leadership, and project outsourcing for clients nationwide.
We launched in 1990 serving the most selective Wall Street banks and hedge funds, building a reputation for precision and excellence in senior-level recruiting. In 2019, we expanded our model to help VC- and PE-backed SaaS companies scale accounting, finance, revenue operations, and IT teams.
What we do:
• Executive Recruiting — Niche specialists leading to filling positions with speed and accuracy. • Fractional & Interim Leadership — Placing proven professionals who can step in immediately. • Project Outsourcing — Delivering tailored teams for data, finance, and operations initiatives.
Practice Areas: • Accounting & Finance • Revenue Operations & GTM Finance • Fullstack Engineering / Cloud / DevOps • Data Engineering & Analytics
Links:

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

https://integratedmgmt.com/about/

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TRP 287: Strategic Growth for Law Firm Partners with Scott Love

Tue, 23 Dec 2025 08:00:00 -0000

In this solo episode of The Rainmaking Podcast, Scott Love shares hard-earned insights from nearly three decades in legal recruiting and thousands of in-depth conversations with law firm partners across the country. Drawing from patterns he’s observed among the most successful rainmakers, Scott breaks down what truly drives long-term growth for law firm partners—beyond pure legal skill.

Scott outlines three core pillars that consistently show up in high-performing partners: strong legal acumen, deliberate business development, and effective leadership. He explains why partners who thrive treat the growth of their practice as an intellectual journey—one that requires continuous learning, humility, and intentional skill-building, rather than relying solely on past success or technical expertise.

The episode also emphasizes the importance of consistency in relationship-building. Scott shares practical examples of how small, repeatable actions—such as one meaningful outreach per week—compound into powerful business development momentum over time. He also discusses the role of vision, platform, and firm strategy in determining whether partners can realistically reach their long-term goals where they are—or whether a different platform might better support their practice and clients.

This episode is especially relevant for partners who want to grow their book of business thoughtfully, evaluate their current firm alignment, and make strategic decisions without unnecessary risk or pressure. It’s a candid, practical roadmap for partners who want to take ownership of their growth and career trajectory.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/4CLSYJBI9lY

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💡 Created for results-driven rainmakers who value credibility and substance.
💥 Now live — subscribe today www.therainmakingmagazine.com

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Scott Love is a legal recruiter who is solely focused on recruiting corporate and finance partners for global law firms in major markets. He is also a coauthor of Rainmaker Confidential, and speaks at conferences professionally to business groups on sales, client development, and recruiting.

www.rainmakerconfidential.com

https://partnersonthemove.com/

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TRP 286: Optimal Performance for High Achievers with Luci Gabel

Thu, 18 Dec 2025 08:00:00 -0000

In this episode of The Rainmaking Podcast, Scott Love speaks with executive coach and author Luci Gabel about optimal performance for high achievers—and Luci’s definition is simple and practical: optimal performance equals energy. She explains that rainmakers and senior professionals aren’t just managing tasks; they are managing the internal capacity to think clearly, communicate well, make high-stakes decisions, and stay steady under pressure. Luci introduces a framework of six “pillars” of energy that combine the physical and mental sides of performance: nutrition, movement, rest/sleep, mindset, communication, and vision. Her point is that you cannot separate physiology from leadership—small shifts in hydration, rest, movement, or self-talk can immediately improve focus, mood, decision quality, and resilience.

Luci also emphasizes that most professionals don’t pay attention to energy until they’re already depleted; the first step is simply noticing what drains you and what elevates you throughout the day. Rather than overwhelming people with a complete lifestyle overhaul, she advocates high-leverage, minimal viable changes—one small adjustment practiced consistently for a week or two (like increasing water intake, taking a 10-minute walk, or turning screens off an hour earlier). She recommends turning the six pillars into a simple monthly self-audit: draw a “wheel,” rate yourself from 1–10 on each pillar, identify the lowest score, and focus on one small improvement there. Over time, this creates compounding gains in energy and clarity. Luci closes by pointing listeners to her coaching and group programs built on these pillars, along with her podcast, Leadership Life, Health and Happiness, for continued strategies on sustainable performance.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/t10UiZsieEU

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💡 Created for results-driven rainmakers who value credibility and substance.
💥 Now live — subscribe today www.therainmakingmagazine.com

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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With two decades of experience at the intersection of leadership, physiology, and business, I help organizations and individuals perform at their highest level—by aligning strategy, communication, and human performance.
As a COO and leadership strategist, I bring evidence-based health and behavioral science into the way teams lead, collaborate, and execute. My work focuses on creating clarity, strengthening decision flow, and building the conditions for sustainable high performance.
My thought leadership is expressed through speaking, writing, and the Leadership, Life, Health & Happiness podcast. My book, Eat to Lead, integrates physiology and leadership science to help leaders perform with clarity and sustained energy. My mission remains constant—helping people reach their highest level of leadership while sustaining peak energy, focus, and well-being.
Links:

https://www.lucigabel.com/book

https://www.lucigabel.com/

https://www.lucigabel.com/leadership

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

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TRP 285: How to Make a Bigger Impact in Marketing with Rachel Minion

Thu, 11 Dec 2025 08:00:00 -0000

In this episode of The Rainmaking Podcast, Scott Love speaks with Rachel Minion, founder of Rockstar & Moon, about how professionals can make a bigger impact through smarter, more intentional marketing. Rachel challenges the instinct to “do more” and instead urges business owners and service professionals to do less—but do it better. She explains that spreading energy across too many platforms and initiatives leads to diluted results, while focusing on a few high-impact actions accelerates growth. A core piece of that foundation is capturing success: turning client wins into case studies, testimonials, and social proof that sell future work far more effectively than any sales pitch. Rachel shares how even anonymized case studies—rooted in measurable outcomes—can generate immediate opportunities because prospects trust real results over marketing language.

Rachel also emphasizes the power of automation to keep follow-up, nurturing, and onboarding consistent without overwhelming the professional. She explains how pre-call warmups, no-show follow-ups, “not now” sequences, and onboarding workflows can all run automatically while still feeling personal when handled thoughtfully. Instead of relying on memory or manual outreach, these systems create consistent touchpoints that nurture relationships until prospects are ready. She closes by offering three action steps: (1) focus only on the most impactful marketing activities; (2) actively seek out case studies and testimonials while the “win” is fresh; and (3) automate wherever possible to scale your time, maintain authenticity, and stay meaningfully connected with your audience.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/ti3s_Czs-dE

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💡 Created for results-driven rainmakers who value credibility and substance.
💥 Now live — subscribe today www.therainmakingmagazine.com

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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With over 25 years of experience, Rachel transforms struggling businesses into market leaders. She doesn’t just hand you a plan; she becomes part of your team, working alongside them to craft and execute strategies that deliver real results, all while you focus on running your business.

Rachel excels at turning chaos into clarity, cutting through the noise, and driving growth with data-driven decisions. She’s also committed to developing your team, ensuring they’re equipped to sustain success long after her work is done. With Rachel handling your marketing, you’re not just fixing a problem—you’re setting your business up to dominate the market.

You Get More Than Just Rachel
When you work with Rachel, you’re not just getting her expertise—you’re getting the full power of her team. They’re there to implement strategies, facilitate the process, and hold everyone accountable, ensuring that every plan turns into real, measurable success.

Links: https://rachelminion.com/

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

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TRP 284: [Legal] How to Get Speaking, Panel, & Writing Opportunities with Elise Holtzman

Tue, 09 Dec 2025 08:00:00 -0000

In this legal-focused edition of The Rainmaking Podcast, Scott Love welcomes back Elise Holtzman of The Lawyer’s Edge for part two of their conversation—this time on how lawyers can get speaking, panel, and writing opportunities. Elise explains that doing great work isn’t enough; if you’re “toiling away in obscurity,” clients and referral sources won’t find you. Thought leadership—speaking, writing, panels—is a practical way to demonstrate value, answer the questions that keep clients up at night, and be seen as a credible authority without “bragging.” She stresses that opportunities rarely appear out of nowhere; early on, you must be proactive and deliberate about who you speak to, what you speak about, and where your audience gets its information (your “who, what, and where”).

Elise walks through practical steps for both associates and partners. Juniors can co-author articles with partners, contribute to firm content, and speak for young-lawyer groups or bar sections to build skills early, instead of waiting until partnership pressure hits. She breaks down the advantages of panels (shared spotlight, conversational format, built-in networking) and describes how repeated speaking and writing gradually position you as the go-to expert in a crowded market. For writing, Elise suggests targeting publications your clients actually read, reviewing writer guidelines, pitching editors before drafting, and understanding who owns the IP so you can repurpose content on your website or LinkedIn. She closes with three action steps: (1) clarify your who/what/where before chasing opportunities; (2) be proactive—tell people you want to speak and write and work with marketing/PR if your firm has them; and (3) experiment with different formats, set a realistic cadence (e.g., quarterly), and build a body of work that consistently showcases your expertise.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/LgVA3ra7Vu8

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💡 Created for results-driven rainmakers who value credibility and substance.
💥 Now live — subscribe today www.therainmakingmagazine.com

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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Elise Holtzman has dedicated over 16 years to working with lawyers and law firms to help them be proactive about business development, leadership, and career acceleration. As a former practicing attorney with experience working at Fried Frank and Morgan Lewis, Elise brings a deep understanding of the practice of law (and the demands of operating a firm) to her work.

As founder of The Lawyer’s Edge, she helps leaders promote a healthy, growth-oriented culture in their firms and coaches lawyers on how to bring in more business, retain clients, and communicate effectively. Elise frequently speaks and writes on the subject of business development and career acceleration for lawyers and is the host of The Lawyer’s Edge Podcast.

Links:

https://thelawyersedge.com/ignite/

https://thelawyersedge.com/lawyers-edge-podcast/

https://thelawyersedge.com/

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

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TRP 283: Opening Doors for Rainmakers with Kelly Kennedy

Thu, 04 Dec 2025 08:00:00 -0000

In this episode of The Rainmaking Podcast, Scott Love speaks with Kelly Kennedy, executive business development coach and host of The Business Development Podcast, about what it really means to “open doors for rainmakers.” Kelly reframes business development as the disciplined art of creating interest and securing face-to-face meetings—not closing deals or running marketing campaigns. He introduces his concept of “meeting math”: start with your revenue goal, determine the average value of a new client, estimate your close rate from qualified meetings, and back into the exact number of meetings you need per year and per month. Because meetings are the only part of the sales process a BD professional can truly control, Kelly argues that success should be measured in high-quality meetings, not just revenue, and that this clarity gives rainmakers confidence and focus.

Kelly then walks through how to build a repeatable door-opening system. Instead of chasing only the biggest “tippy-top” companies, he recommends targeting the next tier down and the service providers that support them—often better, stickier clients with more realistic expectations. He urges firms to identify their ideal buyer personas (presidents, procurement managers, operations leaders, etc.), then use tools like LinkedIn to build targeted lists and send personalized connection requests and introductions. Kelly stresses the importance of separating roles—door-opening BD, proposal/sales, and account management—so nothing falls through the cracks, and he closes with three action steps: block 3–5 hours weekly for pure BD, define your ideal buyers by title in each vertical, and make direct contact via phone and email while always asking for the meeting.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/FJtovnbYvRo

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For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit ⁠www.therainmakingmagazine.com⁠ to chart your course to greater rainmaking success.

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This podcast is sponsored by:

SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity

Link: https://www.leopardsolutions.com/index.php/request-a-demo/

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Kelly Kennedy is an Executive Business Development Coach specializing in empowering businesses and professionals to reach their full potential. In this role, he provides high-level strategic guidance tailored to meet the unique needs of each client, whether they’re entrepreneurs, corporate teams, or executives. Kelly’s coaching is built on a foundation of nearly two decades of expertise in business development, during which he has honed a results-driven approach that focuses on sustainable growth, relationship building, and practical strategies that clients can implement immediately.

Through one-on-one coaching sessions, group workshops, and his Business Development Mastery Program, Kelly guides clients through essential business development concepts such as lead generation, client retention, CRM optimization, personal branding, and strategic planning. His goal is to equip clients with the skills and confidence to make informed, impactful decisions that drive measurable growth. Kelly’s coaching is known for its holistic approach, emphasizing not only business strategies but also personal development, resilience, and adaptability.
In addition to individual progress, Kelly’s role as a coach includes fostering a community of driven professionals who support and learn from each other. His dynamic coaching style and commitment to accountability keep clients engaged and motivated, ensuring they stay on track toward their goals.

Links: https://www.businessdevelopmentpodcast.ca/

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

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TRP 282: [Legal] Becoming a Visible Expert with Elise Holtzman

Tue, 02 Dec 2025 08:00:00 -0000

In this legal-focused episode of The Rainmaking Podcast, Scott Love speaks with Elise Holtzman, former BigLaw attorney and founder of The Lawyer’s Edge, about how lawyers can become visible experts rather than “well-kept secrets.” Elise explains that doing excellent work behind a closed door is not enough—clients and referral sources must see you as a top, credible choice. She introduces her simple “who, what, and where” framework: identify who your ideal clients and referral sources are, what problems you solve and value you deliver for them, and where they “hang out” for information (conferences, associations, publications, online communities). From there, she recommends pursuing speaking, writing, and podcast opportunities in those venues so you become the person who gets the call.

Elise also unpacks the main reasons lawyers resist visibility: fear of being “salesy,” lack of time, and imposter syndrome (“I’m not really an expert”). She reframes rainmaking as service, not aggressive selling, and stresses that you don’t have to be the world’s #1 authority—only valuable to your audience. A major lever is building intentional referral-source networks: other professionals who serve the same clients but don’t compete with you (accountants, consultants, marketers, recruiters, other lawyers in different practice areas). By collaborating on events, content, and introductions, you “borrow trust” and create win–win–win outcomes for yourself, your referral partners, and your shared clients. Elise closes with three action steps: (1) block a “power hour” to define your who/what/where and list specific A-level referral sources who’ve already tried to send you work; (2) proactively ask for speaking and writing opportunities instead of waiting to be discovered; and (3) talk openly about your thought-leadership work—on LinkedIn, your bio, and in conversations—so others know you’re available as a visible expert.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/kNaUHw9eMOs

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This podcast is sponsored by:

SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity

Link: https://www.leopardsolutions.com/index.php/request-a-demo/

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Links: https://thelawyersedge.com/lawyers-edge-podcast/

https://thelawyersedge.com/

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

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TRP 281: Podcasting as a BD Strategy with Tony Karls

Thu, 20 Nov 2025 08:00:00 -0000

In this episode of The Rainmaking Podcast, Scott Love talks with Tony Karls, co-founder of Sterling Lawyers and president of Rocket Clicks, about using a podcast as a practical business-development engine. Tony explains how his team built Revenue Roadmap, a single show with two recurring formats—growth stories on Tuesdays and how-to education on Thursdays—to balance entertainment with tangible value. The podcast is treated as a cornerstone content asset: every episode is repurposed across video, audio, blogs, and social channels to reach prospects where they prefer to consume. Tony stresses keeping the show unscripted and authentic, niching hard on a clear avatar (for him, family-law firm owners), and partnering with the right communities (e.g., AAML) to book high-quality guests and create “network effects” that turn conversations into relationships.

Tony shares what’s worked—and what hasn’t. With only ~68,000 family-law firms in the U.S. (most with ≤3 attorneys), chasing big vanity metrics is a distraction; serving a small, precise audience with specific problems wins. His playbook: start earlier than you think, accept that your first 40–50 episodes are reps, and move fast with “decision velocity”—ship, measure, iterate. Three takeaways for rainmakers who want to adopt the model: (1) define a narrow ICP and build episodes around their real pains; (2) deliver consistent, authentic conversations (video + audio) and atomize each episode across platforms; (3) calendar guest outreach like a pipeline (aim for 2–3 quality bookings a week), then let data—not ego—guide what you double down on next.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/W9HP-dx20Ko

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This podcast is sponsored by:

SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity

Link: https://www.leopardsolutions.com/index.php/request-a-demo/

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As the President of Rocket Clicks I am responsible for integrating our Finance, HR, IT, Sales & Marketing, and Client Service teams. I am also ultimately responsible for building a healthy culture while driving P&L performance.

Links:

https://rocketclicks.com/

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

https://www.linkedin.com/company/rocket-clicks/

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TRP 280: The Growth Engine for Rainmakers with Jacob Parks

Thu, 13 Nov 2025 08:00:00 -0000

In this episode of The Rainmaking Podcast, Scott Love speaks with Jacob Parks, President of Profitable Ideas Exchange and author of The Growth Engine, about how professional services firms can drive sustained growth through structured client feedback systems. Jacob reveals that most firms miss huge opportunities by treating client feedback as a formality rather than a core business strategy. He explains that when firms pursue feedback to genuinely learn—not just to increase revenue—they inevitably uncover insights that lead to deeper relationships, new opportunities, and stronger retention.

Jacob introduces the concept of client advisory boards—groups of top clients who meet regularly to offer candid feedback, co-create solutions, and shape a firm’s direction. He outlines the steps to implement a client feedback system: identify ideal clients, engage them in ongoing two-way conversations, and, most importantly, follow through on the insights gathered. Jacob emphasizes that curiosity, collaboration, and action are the hallmarks of firms that sustain growth over time.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/9AV80rUHyUo

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This podcast is sponsored by:

SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity

Link: https://www.leopardsolutions.com/index.php/request-a-demo/

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President of Strategy for PIE, Jacob Parks, is the author The Growth Engine and of Never Say Sell. His expertise includes partner remuneration and incentive plans, account planning, trigger of engagement, and how to expand a brand to include new service offerings, new industries, or new geographies. He has led client teams for McKinsey, Accenture, and KPMG among others. He leads The PIE Professional Services CMO and CGO network and is a graduate of Gonzaga’s MBA program, having previously taught undergraduate business students.

Links: https://www.linkedin.com/in/jacob-parks/

https://www.profitableideas.com/about/meet-our-team/jacob-parks/

Order The Growth Engine today:

https://www.profitableideas.com/perspectives/books/

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TRP 279: The Rainmakers Playbook to Managing the Team with Hanna Hasl-Kelchner

Thu, 06 Nov 2025 08:00:00 -0000

In this episode of The Rainmaking Podcast, Scott Love speaks with Hanna Hasl-Kelchner, attorney, business consultant, and author of Seeking Fairness at Work: Cracking the New Code of Greater Employee Engagement, Retention, and Satisfaction. Together, they explore “The Rainmaker’s Playbook for Managing the Team,” revealing how leadership, empathy, and trust directly impact performance and retention. Hanna explains that leading a team is not a transactional act—it’s a relationship built on an “implied social contract” of good faith and fair dealing. She shares how rainmakers can foster stronger loyalty and productivity by actively listening, showing gratitude, and treating team members as valued contributors rather than interchangeable resources.

Hanna also discusses practical ways to address performance issues with empathy and clarity, emphasizing joint problem-solving over blame. She encourages leaders to take “empathy reality checks,” solicit honest feedback, and model humility—reminding listeners that trust must be earned, not demanded. The conversation concludes with three action steps: listen to your team, invest in communication and coaching skills, and demonstrate genuine appreciation. These principles, she argues, transform high-pressure work environments into loyal, high-performing teams.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/zwC5paGj0HQ

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This podcast is sponsored by:

SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity

Link: https://www.leopardsolutions.com/index.php/request-a-demo/

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📌 Resources & Links

Connect with Hanna Hasl-Kelchner: linkedin.com/in/hannahaslkelchner

Get Hanna’s free audiobook: bit.ly/4oer0L3

Visit her site: businessmo.com

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TRP 278: Finding Focus in a Crowded Space with Cheri Quinn

Thu, 30 Oct 2025 07:00:00 -0000

In this episode of The Rainmaking Podcast, Scott Love welcomes brand strategist Cheri Quinn, Director of Brand Strategy at Mercury Creative Group, to discuss “Finding Focus in a Crowded Space.” Cheri explains that today’s marketplace is more crowded than ever—not just because of competition, but because clients are constantly flooded with information. To cut through the noise, professionals must clearly define their primary audience—the people they serve best—and communicate with authenticity and focus.

Cheri shares her “dartboard” analogy for targeting ideal clients: those in the bullseye deliver the greatest results, while trying to appeal to everyone leads to “missing the mark.” She walks listeners through exercises to identify their favorite clients, understand their motivations, communication styles, and values, and align their firm’s brand strategy accordingly. By clarifying audience, message, and brand alignment, professionals can stand out in a crowded market and attract the right opportunities.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/pNZU13CEz9I

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This podcast is sponsored by:

SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/

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Cheri Quinn is a brand and marketing strategist who specializes in asking open and honest questions and listening with an open heart and mind. As the Director of Brand Strategy at Mercury Creative Group, Cheri is a master at discovering and communicating an organization’s essential value. With a wealth of experience in brand strategy, strategic planning, marketing, and communications, she has helped numerous organizations discover their unique value and voice.

Links:

cheri@mercurycreativegroup.com

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

https://mercurycreativegroup.com

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TRP 277: [Legal] Overcoming Pitfalls to Becoming a Rainmaker with Rudhir Krishtel

Tue, 28 Oct 2025 07:00:00 -0000

In this episode of The Rainmaking Podcast, Scott Love welcomes back Rudhir “Rudi” Krishtel, former patent litigation partner at Fish & Richardson, former senior patent counsel at Apple, and now executive coach and founder of Krishtel. Rudi discusses “Overcoming Pitfalls to Becoming a Rainmaker” and shares practical insights on how lawyers can shift their mindset to grow their book of business. He explains that business development is 80% mindset and 20% skillset—most lawyers don’t need more tools; they need a new way of thinking. By reframing marketing as helping, not selling, attorneys can replace fear and hesitation with purpose and authenticity.

Rudi also outlines how to identify your smallest viable market—the eight to ten people or companies most aligned with your expertise—and focus all your efforts on being helpful to that group. Through strategic clarity and mindset realignment, professionals can eliminate fear of rejection, become more consistent in outreach, and build a sustainable business development playbook. Rudi concludes with three action steps: remember you’re helping, define your smallest viable market, and take concrete, helpful actions toward that audience over the next 90 days.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/8Zwzm00eb9k

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💡 Created for results-driven rainmakers who value credibility and substance.
💥 Now live — subscribe today www.therainmakingmagazine.com

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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Prior to becoming an executive coach and consultant, Rudhir practiced law for 15 years as a federal judicial clerk, Patent Litigation Partner at Fish & Richardson, and then as Senior Patent Counsel at Apple.

To focus his approach to support the legal community, Rudhir trained as a professional Co-Active leadership coach and as a yoga and mindfulness meditation instructor.

Rudhir founded Krishtel in 2018, where he leads workshops and coaching on business development and leadership. He specializes in creating space for having difficult conversations and growth at the intersection of leadership, well-being, and collective engagement. Krishtel’s flagship BD Circle Program has reached hundreds of law firm partners and executives. Check out the BD Circle video here. More info at www.krishtel.com and LinkedIn.

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TRP 276: The Referable Client Experience with Stacey Brown Randall

Thu, 23 Oct 2025 07:00:00 -0000

In this episode of The Rainmaking Podcast, Scott Love welcomes back Stacey Brown Randall, author of The Referable Client Experience: A Proven Method to Generate Referrals Without Asking. Stacey shares her science-based framework for creating client experiences that naturally generate referrals—without the awkwardness of asking. She explains that client experience is not just about doing great work; it’s about how clients feel when working with you. Professionals who intentionally design their client journey to include both excellent results and meaningful relationship-building touchpoints create the emotional connection that makes them truly referable.

Stacey outlines her three-stage model—New, Active, and Alumni—and shows how to tailor communication and touchpoints at each phase to build trust and loyalty. She also discusses “referral hot zones,” those key moments when clients are most likely to refer, and how to identify and leverage them strategically. By focusing on both client emotions and relationship touchpoints, professionals can bridge the gap between being referable and receiving consistent, high-quality referrals.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/lWTNQlQ3RMA

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💡 Created for results-driven rainmakers who value credibility and substance.
💥 Now live — subscribe today www.therainmakingmagazine.com

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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Stacey Brown Randall is the multiple award-winning author of Generating Business Referrals Without Asking, host of the Roadmap to Grow Your Business podcast and national speaker.

She has had the privilege of helping well-known corporations and franchises but her focus is on small business owners and solopreneurs including HM Properties, O’Connor Insurance Associates, Keller Williams Real Estate, Farris Cooke CPA, Tyra Law Firm, Nicole Odom Coaching, Slater Interiors, HF Financial, Kintsugi Home Staging, Financial Symmetry, Rae Images, CAJA Bookkeeping, and hundreds more.

Stacey has been featured in national publications like Entrepreneur magazine, Investor Business Daily, Forbes, CEO World, Fox News, Cheddar TV Network and more.

She received her Master’s in Organizational Communication and is married with three kids.

Links:

www.StaceyBrownRandall.com www.referralquiz.com

http://www.referableclientexperience.com

Book link on Amazon: https://www.amazon.com/Generating-Business-Referrals-Without-Asking/dp/1683509269/ref=sr_1_2?crid=39MDIKFER2FKU&dchild=1&keywords=generating+business+referrals+without+asking&qid=1597412491&s=books&sprefix=generating+business%2Caps%2C233&sr=1-2

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TRP 275: Growing Key Clients: The Low-Hanging Fruit of BD with Kevin Wheeler

Thu, 16 Oct 2025 07:00:00 -0000

In this episode of The Rainmaking Podcast, Scott Love welcomes back Kevin Wheeler, a seasoned business development consultant with over 30 years of experience advising law and professional services firms on strategy, marketing, and client growth. Together, they explore “Growing Key Clients: The Low-Hanging Fruit of Business Development.” Kevin explains that most firms overlook their most lucrative opportunities—their existing clients. Rather than constantly chasing new business, firms can achieve greater profitability by deepening relationships with key accounts and institutionalizing client management.

Kevin outlines the major barriers preventing firms from capitalizing on these opportunities, including compensation structures that reward origination over collaboration and a lack of leadership support for client-focused strategies. He provides a roadmap for building a strong key client program: secure buy-in from firm leadership, appoint dedicated client relationship partners, conduct regular client listening interviews, and link compensation to client growth goals. By developing structured account plans, engaging clients directly for feedback, and mapping relationships strategically, firms can uncover untapped opportunities, strengthen retention, and create long-term growth.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/unWLu82HdqY

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For the intellectually-driven and results-focused professional who wants to grow their book of business. Visit www.therainmakingmagazine.com to chart your course to greater rainmaking success.

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This podcast is sponsored by:

SurePoint Legal Insights (formerly known as Leopard Solutions) –turning legal intelligence into opportunity Link: https://www.leopardsolutions.com/index.php/request-a-demo/

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Kevin Wheeler has been advising professional services firms on all aspects of strategy, marketing, business development and client relationship management/key account management for more than thirty years.

Before setting up Wheeler Associates in 1997, he had been Marketing Director with Nabarro Nathanson, the commercial law firm, and Cinven, the private equity house. He also held various senior in-house strategy and marketing positions with Coopers & Lybrand, now PricewaterhouseCoopers.

As a consultant and coach, Kevin has provided services to more than one hundred firms drawn from the legal, accountancy, actuarial, real estate consultancy, tax, corporate finance, management consulting and insolvency practitioner sectors. Wheeler Associates is also a leading provider of strategic and client insight solutions and thought leadership delivered through bespoke market research studies. As well as his consultancy and coaching activities, Kevin writes, blogs and lectures frequently on strategy, marketing, business development and CRM/KAM issues facing professional services organizations.

Links:

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

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TRP 274: The Perfectionist Paradox with Jordana Confino

Thu, 09 Oct 2025 07:00:00 -0000

In this episode of The Rainmaking Podcast, Scott Love welcomes Jordana Confino, founder of JC Coaching and Consulting and author of the blog Chronicles of a Recovering Type A+ Perfectionist, to explore “The Perfectionist Paradox.” Jordana explains that perfectionism is not about high standards—it’s a fear- and shame-based mindset driven by self-doubt and the need to prove worth. She reveals how this approach undermines both mental health and performance, blocking creativity, risk-taking, and authentic business development. Drawing on neuroscience and positive psychology, she describes how to replace the inner critic’s harsh voice with self-compassion, rewiring the brain through neuroplasticity to enhance confidence and performance.

Jordana shares practical strategies to help high-achieving professionals and lawyers break free from destructive perfectionism. These include “drawing your critic” to externalize self-judgment, practicing compassionate self-talk, and identifying core values to shift from fear-based motivation to values-driven achievement. By replacing self-criticism with self-compassion and clarity, professionals can perform at a higher level, strengthen resilience, and enjoy greater fulfillment in their careers and lives.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/Td8DVO6nlZM

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💡 Created for results-driven rainmakers who value credibility and substance.
💥 Now live — subscribe today www.therainmakingmagazine.com

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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Jordana is a certified professional coach, speaker, and advisor, valued for her expertise in positive psychology and well-being, and her unparalleled ability to connect with and inspire everyone she meets.

Seven years after graduating from Yale Law School, Jordana founded JC Coaching & Consulting to empower lawyers and other high-achieving professionals to transform their lives and work for the better. Having spent the bulk of her career working as a lawyer and in legal education at elite institutions, Jordana knows that many high-achieving, successful people hold limiting beliefs that prevent them from truly flourishing. For many years, she was one of them. Jordana transformed her life leveraging the science of positive psychology and human motivation theory, and she is passionate about helping others do the same.

Jordana is an Adjunct Professor at Fordham Law School, where she previously served as the inaugural Assistant Dean of Professionalism. Jordana teaches a course on Positive Lawyering, which educates students on how they can harness the insights and science-backed strategies of positive psychology to reach their highest potential and build meaningful, satisfying careers in law. She also teaches Peer Mentoring & Leadership, a one-of-a-kind course designed to equip mentors with the tools and training they need to optimally support their mentees and emerge as leaders in the profession.

Jordana was voted Fordham Law Adjunct Professor of the Year in 2021.

Website: https://www.jordanaconfino.com/

Blog: https://www.jordanaconfino.com/subscribe

LinkedIn: https://www.linkedin.com/in/jordanaconfino/

Values Discovery Guide: https://www.jordanaconfino.com/values

Self-Compassion Guide: https://www.jordanaconfino.com/self-compassion-guide

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TRP 273: [Legal] Launching as a Lateral – Business development techniques to help laterals thrive in their new firms with David Freeman

Tue, 07 Oct 2025 07:00:00 -0000

In this episode of The Rainmaking Podcast, Scott Love welcomes David Freeman, award-winning consultant, best-selling author, and founder of Lawyer Book Builder, to discuss how laterals can thrive when joining a new firm. Drawing from over 30 years of coaching thousands of lawyers, David shares actionable strategies to help partners integrate quickly, build internal allies, and accelerate business development. He likens lateral transitions to being “the new kid in school” — success depends on taking ownership of relationship-building rather than waiting for the firm to do it.

David explains how laterals can identify internal allies across practice groups, collaborate with marketing and BD professionals, and proactively offer value to colleagues through what he calls “gifts.” He introduces practical tools like the Memory Matrix—a simple spreadsheet to track and maintain relationships—and emphasizes consistency, visibility, and giving before asking. The conversation closes with three key takeaways: create a detailed integration and BD plan, track and nurture high-value relationships monthly, and build an accountability system to ensure consistent follow-through.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/bToVlYNrosk

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💡 Created for results-driven rainmakers who value credibility and substance.
💥 Now live — subscribe today www.therainmakingmagazine.com

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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David H. Freeman, J.D. is a former practicing lawyer from New York, an award-winning consultant, and a two-time best-selling author. He’s a member of the National Law Journal Hall of Fame for being voted the #1 business development consultant and coach in the United States for several consecutive years. For over 30 years, David has trained and coached well over 10,000 lawyers in over 235 law firms world-wide, he’s worked with nearly half of the Am Law 200, he’s the author and co-author of 16 books on law firm business development and leadership, and he’s the creator of Lawyer BookBuilder, an step-by-step, turnkey training and accountability program that shows lawyers how to become exceptional rainmakers.

Links:

https://lawyerbookbuilder.com/

https://davidfreemanconsulting.com/

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TRP 272: A Systematic Approach to Negotiation with Jim Camp, Jr.

Thu, 02 Oct 2025 07:00:00 -0000

In this episode of The Rainmaking Podcast, Scott Love interviews Jim Camp Jr., retired Air Force Major General, author of Lead From No, and principal at the Camp Negotiation Institute. Jim shares his systematic approach to negotiation, which combines mindset, structure, and behavior to help professionals achieve stronger outcomes without unnecessary compromise. He explains why most people mistakenly equate negotiation with giving something up, and instead reframes it as “the effort to bring about an agreement with all parties having the right to say no.”

Jim outlines practical tools like the negotiation checklist and journal, emphasizing preparation, emotional control, and asking the right questions to uncover an opponent’s true concerns, vision, and decision-making process. He highlights how avoiding pressure and welcoming “no” builds trust, lowers tension, and leads to more durable agreements. With stories from both business and military contexts, Jim demonstrates how negotiation skills are essential across professional services, leadership, and even everyday life.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/rVMKH3ZBKCc

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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Jim, recently retired as a Major General in the United States Air Force (Jim Camp Jr.’s bio), rejoined the Camp Negotiations team after serving many years as the Commander of the Ohio Air National Guard, and National Guard Assistant to the Commander of the US Transportation Command. Prior to dedicating his full-time efforts to military service, Jim helped build Camp Negotiations from 2000-2007 as a coach and contributor to “No, The Only System of Negotiation You Need For Work and Home.” Serving at the National strategic level, Jim was personally responsible for negotiating the largest pay increase in history for thousands of Air National Guard Instructor Pilots. Jim credits his military success to the Camp System of Negotiation. “If you lead people, you negotiate every day.” Despite Jim's long military career, he’s remained an owner of Camp Negotiations and is now fully re-engaged as a coach.

His diverse leadership background, education, and military experiences bring a welcomed perspective to the Camp Negotiations Team. In fact, Jim Camp Jr. recently published his new book, Lead from No: A Systematic Approach to Leadership Negotiation. His new work is highly acclaimed and considered to be a long-awaited sequel to his father’s book, Start with No. His combination of business and leadership coaching stories makes a strong case that the Camp Negotiation system is highly effective and time-tested.

Links: https://www.linkedin.com/in/jim-camp-jr-2a8ab79/

www.campnegotiations.com

https://campnegotiations.com/lead-rom-no-book-jim-camp-jr

https://campnegotiations.com/coaches

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TRP 271: [Legal] Rainmakers without Umbrellas with Randy Peck and Jordan Peck

Tue, 30 Sep 2025 07:30:00 -0000

In this legal-focused edition of The Rainmaking Podcast, Scott Love speaks with Randy Peck (CEO) and Jordan Peck (VP of Business Development) of Peck Financial about the crucial but often overlooked issue of partner benefits during law firm transitions. Under the theme “Rainmakers Without Umbrellas”, they discuss how many high-earning partners neglect their own financial protection, leaving themselves and their families exposed when changing firms or going through mergers. From life insurance to disability and long-term care coverage, the Pecks explain how benefits often don’t keep pace with rising compensation—and why partners must treat themselves like their own clients by proactively evaluating their protection.

They also highlight specific risks such as assuming new firms will provide sufficient coverage, overlooking portability of benefits, and ignoring international complications. With stories from decades of advising AmLaw 100 and 200 firms, Randy and Jordan stress that the biggest pitfall is simply looking past these issues during transitions. Their three key action steps: regularly audit your coverage, inventory benefits before moving, and compare them with offerings at your new firm. By taking these steps, partners can avoid being “rainmakers without umbrellas” and ensure long-term financial security.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/kluHcPD4bqs

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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Peck Financial is an established industry leader specializing in executive benefit solutions. For more than 30 years our core business has focused on developing and administering employer-sponsored executive disability, life, and long-term care insurance plans. While these plans have become more common in recent years, our clients consistently remark on our responsiveness and unmatched customer service.

Links: www.peckfinancial.com

https://www.linkedin.com/in/jordan-peck-992786156/

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

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TRP 270: The Shifting Landscape of LinkedIn with Kait LeDonne

Thu, 25 Sep 2025 07:30:00 -0000

In this episode of The Rainmaking Podcast, Scott Love speaks with social media strategist and LinkedIn expert Kait LeDonne about the shifting landscape of LinkedIn. Kait traces how the platform has evolved—from being a digital résumé hub to today’s creator-driven space optimized for knowledge and advice. She explains why vulnerability posts surged during the pandemic, how LinkedIn adjusted its algorithm to emphasize value-driven content, and what professionals should focus on now: consistency, storytelling, and educational insights.

Kait also provides practical guidance for professional services providers who want to turn LinkedIn visibility into real business opportunities. She highlights the power of newsletters, personal branding, and using story as a bridge to credibility and trust. With actionable strategies—posting at least twice a week, engaging meaningfully with comments, and adding strategic connections daily—Kait shows how professionals can build influence, grow their networks, and convert visibility into revenue.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/o_pgpKiGDu8

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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Kait LeDonne is a personal branding expert who specializes in transforming professionals into industry leaders, forging powerful employee personal brands, and demystifying the essentials of impactful personal branding.

Links:

https://www.linkedin.com/in/kaitledonne-personalbrandingexpert/

https://www.kaitledonne.com/

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TRP 269: Blind Spots of Rainmakers with Gavin Sharpe

Thu, 18 Sep 2025 07:00:00 -0000

In this episode of The Rainmaking Podcast, Scott Love interviews Gavin Sharpe, former lawyer, global legal search firm CEO, and now performance and leadership coach, to discuss the blind spots of rainmakers. Gavin explains that blind spots are unconscious behaviors others see but we often miss—like interrupting, failing to delegate, or hiding vulnerability. Left unchecked, these blind spots create limiting assumptions such as “I’m not a natural rainmaker” or “asking for help is weakness,” which can undermine success and stall growth.

Gavin shares how lawyers’ personalities and the pressures of perfectionism often reinforce these blind spots, creating a cycle of stress and missed opportunities. He offers strategies for uncovering and challenging limiting beliefs, from seeking peer and client feedback to reframing outdated stories we tell ourselves. By identifying, examining, and dismantling these beliefs, professionals can unlock untapped potential, build stronger teams, and become more effective rainmakers. Gavin closes with actionable steps to help listeners start recognizing and addressing their own blind spots.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/8rGE3jRwZTM

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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About Gavin Sharpe:

“I blend coaching, business, and psychology, to facilitate ambitious leaders achieve their full potential. With a strong focus on the legal sector, I empower lawyers to cut through the noise, lead with purpose, and become great rainmakers.”

Links:

Webinar: https://www.rivierawellbeing.com/events/the-rainmaker-playbook-attracting-and-activating-top-performers/

Ditch The Pitch: Rethinking Sales in Law

Managing Law Firm Talent in 2025: My Top Three Tips

Lawyers Are the Biggest Imposters of Them All. I Should Know: I Am One of Them. Partners Are From Mars, Associates Are From Venus: The Real War for Talent Rainmakers Are Not The Answer To Law Firm Transformational Growth. Here Is Why

What the Monaco Grand Prix Teaches Us About Performance

Are You A Workaholic? Gavin Sharpe on Riviera Radio, Sept 2024

"Gavin Sharpe: Becoming a Rainmaker Starts with Mindset" Podcast

www.rivierawellbeing.com

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TRP 268: [Legal] Why Compensation Matters with Camille Stell

Tue, 16 Sep 2025 07:30:00 -0000

In this legal-focused edition of The Rainmaking Podcast, Scott Love speaks with Camille Stell, co-author of Respect: Insights to Attorney Compensation Plans. Together, they explore why compensation is more than just numbers—it’s about respect, transparency, and culture. Camille explains how lawyers often interpret pay as a measure of personal value, which can make compensation discussions emotionally charged. She shares insights into the complexities of law firm compensation, including the influence of multiple committees, the challenges of integrating laterals, and generational expectations around transparency.

Camille also highlights how compensation strategies shape firm culture, impact collaboration, and affect retention and succession planning. She outlines emerging trends, such as rewarding team contributions, expanding non-equity career paths, and building transparency into comp systems. For law firm leaders, Camille suggests auditing current systems, aligning compensation with strategic goals, and increasing year-round communication to reduce the stress of “comp season.” Her practical guidance helps firms create fairer, more effective plans that balance individual rewards with long-term institutional success.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/8roVK-hYZ48

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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Camille Stell serves as Vice President of Risk & Practice Management for Lawyers Mutual Liability Insurance Company of North Carolina, where she provides coaching and consulting on succession planning, law firm compensation, and law firm innovation. She is a legal industry leader in law firm management, business development, and strategic planning.

A Fellow in the College of Law Practice Management, Camille is a sought-after speaker and writer, having taught CLEs and led workshops for attorneys and legal professionals nationwide. A Meredith College graduate, she has been recognized by North Carolina Lawyers Weekly and the Triangle Business Journal for her leadership and impact.

Camille is the co-author of two books written during the pandemic: Designing a Succession Plan for your Law Practice: A Step-by-Step Guide for Preparing Your Firm for Maximum Value, published in 2021 and RESPECT: Insights in Law Firm Compensation, 2nd Edition published in October 2024.

Links: Contact:

Camille@lawyersmutualnc.com

Direct Dial: 919.447.3354

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

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TRP 267: The Aversion to Selling with Sue Heilbronner

Thu, 11 Sep 2025 07:05:00 -0000

In this episode of The Rainmaking Podcast, Scott Love interviews Sue Heilbronner, executive coach, speaker, and author of Never Ask for the Sale: Supercharge Your Business with the Power of Passionate Ambivalence. Sue explains why many professional services providers resist selling themselves and how to shift that mindset by embracing authenticity and confidence. She introduces the concept of passionate ambivalence—the ability to be genuinely excited about opportunities while remaining unattached to the outcome. This approach helps professionals appear more credible, command higher fees, and attract long-term clients.

Sue also addresses common challenges such as imposter syndrome, over-eagerness, and desperation in sales. She emphasizes qualifying prospects, presenting yourself as the product, and building thought leadership through strong digital presence and meaningful contributions. With practical strategies for pricing, follow-up, and conference networking, Sue provides actionable insights for professionals looking to transform their approach to business development and rainmaking.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/va71ZBSew5s

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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Sue is a sought-after speaker, startup CEO, mentor, adjunct professor of entrepreneurship, facilitator, strategic advisor, Conscious Leadership coach, co-founder of the MergeLane investment fund, creator of the Leadership Camp training program for high-potential leaders, former federal prosecutor, and a direct and fearless catalyst for change.

Sue has the privilege of bringing her speaking, TED and TEDx-style speaker coaching, facilitation, coaching, Conscious Leadership, and consulting expertise to companies around the world. She’s worked with teams and leaders from Facebook, G2, Salesforce, Gainsight, Kiva, Uptake, Oracle, and more.

Sue has been a CEO and CRO for digital marketing, technology, and e-commerce companies since the earliest days of the Internet. She began her career as an attorney – last as a federal prosecutor with the United States Department of Justice Civil Rights Division. She transitioned to business by founding an online baby gift company in 1999, which she later sold when she joined Discovery Communications, the parent company of Discovery Channel and 15 other international networks.

Sue went on to lead companies in the interactive travel, digital publishing, e-commerce, home maintenance, and online education sectors. Sue serves as a mentor with Techstars and an adjunct professor of law and entrepreneurship at the University of Colorado Law School. Sue is a powerful presence who inspires audiences with her authenticity, directness, quick mind, and humor. Sue earned a BA from Oberlin College and a JD and Master of Public Policy from Duke University. She lives in Boulder and Chicago.

Links:

https://www.heysue.com/

https://www.heysue.com/never-ask-for-the-sale

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

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TRP 266: Leveraging Conferences for Rainmakers with Patrick Morin

Thu, 04 Sep 2025 07:00:00 -0000

In this episode of The Rainmaking Podcast, Scott Love sits down with Patrick Morin, CEO of Transact Capital, to discuss how rainmakers can maximize their time at conferences. Patrick shares proven strategies that have generated millions in business, from doing research and segmenting attendees before arrival, to positioning yourself in the right places—like across from registration desks or in the front rows of sessions—to build meaningful connections. He emphasizes preparation, authenticity, and focusing on relationship-building rather than selling.

Patrick also highlights post-conference follow-up tactics that strengthen client development, such as sending short, thoughtful notes and sharing industry intelligence without expecting anything in return. He stresses the importance of speaking opportunities, attending offsite events, and maintaining high energy throughout the conference to create loyal connections. His practical insights show how professionals can turn conferences into powerful rainmaking opportunities.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/m2BP_nXHcNI

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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Patrick Morin is the CEO of Transact Capital Partners, an investment banking firm specializing in mergers and acquisitions of technology, Human Capital Management, industrials, and veteran-led companies.

Patrick has two professional roles:

1. Merger & Acquisition advisory to Staffing, EdTech, PropTech, and SaaS companies.

2. Professional speaker addressing conventions, conferences, and corporate & association meetings across the US and internationally on the subjects of M&A strategies and building high-performance corporate cultures.

Links: https://transactcapital.com

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

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TRP 265: Process Improvement to Boost Rainmaking Skills with Catherine MacDonagh

Thu, 28 Aug 2025 07:30:00 -0000

In this episode of The Rainmaking Podcast, Scott Love interviews Catherine MacDonagh, a legal industry consultant and author of Lean Six Sigma for Law. Catherine explains how process improvement—defined as analyzing and refining repeatable, describable steps to achieve better outcomes—can significantly enhance client service, profitability, and rainmaking. She notes that while lawyers often resist by saying every matter is unique, many steps in legal work and firm operations (like intake, billing, or onboarding) are recurring processes ripe for improvement. By using tools such as scorecards, impact/ease matrices, and stakeholder analysis, firms can identify high-impact areas, streamline workflows, and improve both client and employee experiences.

Catherine shares real-world success stories, including a global law department that collaborated with a law firm to reduce billing inefficiencies and deepen their relationship. She stresses the importance of involving cross-functional teams, listening to the “voice of the client,” and embedding change management into the process. Continuous improvement, she argues, is not just about efficiency—it’s about building stronger client partnerships and staying competitive. Catherine closes with three action steps: start by trying small improvements, commit to continuous learning, and build skills in Lean, Six Sigma, and related disciplines. Her message is clear: process improvement works in law, and adopting it can transform rainmaking efforts and client development.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/Q36c2IBRpdc

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🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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A Legal Lean Sigma® Black Belt and a certified Six Sigma Green Belt, Catherine is the CEO and a Founder of the Legal Lean Sigma Institute, LLC. LLSI offers consulting and the first and only process improvement and project management certifications, courses, and workshops designed for the legal profession. Catherine created Legal Lean Sigma®, the award winning Legal WorkOut® and Legal Lean Sigma® Design Thinking.

Links: https://www.linkedin.com/in/catherinemacdonagh/

https://legalleansigma.com/

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TRP 264: Rainmaking Through Engaging Webinars with Jeff Brandeis

Thu, 21 Aug 2025 07:40:00 -0000

In this episode of The Rainmaking Podcast, Scott Love speaks with Jeff Brandeis about how professionals can use webinars as a powerful tool for rainmaking. Jeff explains that too many webinars fall flat because they are one-sided PowerPoint presentations that disengage audiences. Instead, he emphasizes creating interactive experiences—adding music, visuals, polls, and live engagement to keep participants interested. By building rapport with attendees—just as one would in a networking conversation—presenters can foster the know-like-trust factor essential for winning new business. Jeff also highlights the importance of asking the right questions, adapting content based on audience responses, and using storytelling to create authentic connections.

The discussion also touches on practical strategies to elevate webinars into true business development platforms. Jeff advises presenters to avoid “death by PowerPoint” by limiting slides to a few bullet points and keeping themselves on screen to maintain presence. He underscores the importance of a clear call to action—whether scheduling a consultation, downloading a guide, or visiting a website—and suggests using QR codes to streamline engagement. Finally, Jeff offers three action steps: audit your past webinars to assess engagement, reduce reliance on slides in favor of conversation, and integrate polls, questions, and interactive elements throughout. By doing so, rainmakers can transform webinars from passive lectures into dynamic business-generating conversations.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/OVMKVK0eNmg

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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Are you ready to elevate your webinar game and captivate your audience like never before? Welcome to Engaging Webinars, where we specialize in helping professionals create dynamic and interactive virtual presentations that drive engagement and boost sales.

Our Mission: To empower you with the tools and strategies needed to deliver compelling webinars that not only inform but also inspire and engage your audience.

Links:

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

https://engagingwebinars.com/

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TRP 263: Introverted Rainmakers with Walt Crosby

Thu, 14 Aug 2025 07:45:00 -0000

In this episode of The Rainmaking Podcast, Scott Love interviews sales performance expert and coach Walt Crosby about how introverts can excel in business development. Walt explains why introverts often have an advantage: their natural tendency toward active listening allows them to truly understand client needs, peel back the layers to uncover the emotional drivers behind decisions, and build deeper connections. He stresses the importance of mirroring tone and cadence, setting upfront agreements to control meetings, and using curiosity and empathy to create trust. Walt also outlines how skepticism—politely pushing back for clarity—can strengthen credibility and uncover real issues.

The conversation explores practical strategies for networking and client engagement, especially for introverts who may feel uncomfortable initiating contact. Walt encourages professionals to develop a clear picture of their ideal client, focus on learning about others before sharing their own story, and have clear next steps after every interaction. By combining curiosity, empathy, and targeted energy, introverts can leverage their strengths to become powerful rainmakers. The episode closes with three actionable steps: define your ideal client with precision, use skepticism to clarify and avoid assumptions, and establish concrete follow-up actions after each conversation.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/VNT8k8ILO4U

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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Walter is on a mission to help Visionary leaders build a high-performance sale organization with a consistently reliable revenue forecast to double revenue.

As CEO of Helix Sales Development, he only engages with growth-minded entrepreneurs who are frustrated with underperformance, and have the desire & commitment to build a performance-based sales culture. His clients say the journey can be challenging; however, the results are transformative and produce repeatable revenue growth with margin integrity.

Walter is a proud alum of the University of Michigan and holds an advanced degree from the School of Hard-Won Wisdom. He spent the majority of his career as a salesman who was frequently promoted to sales manager. He’s sold a variety of products with complex B2B sales cycles including LED luminaries, commercial signage, financial services, synchronized clocks systems, and commercial fire alarm systems.

Frustrated by the lack of training each time he was promoted to sales management roles, he sought training and mentors to help him grow as a leader. This led to the creation of his own firm, Helix, to hire, train, and influence successful sales teams. He has formed strategic relationships to augment the sales coaching services he provides. Walter is a certified partner with the Objective Management Group, an award-winning provider of evidence-based sales evaluation and assessment tools. Helix’s technology partner is Membrain.

Those that know him best often find him reflecting over a fine cigar in his private cigar lounge. In fact, he speaks regularly about his two favorite passions as host of his podcast called Sales and Cigars.

Links: https://www.linkedin.com/in/walterlcrosby/

https://helixsalesdevelopment.com/

Order Walt Crosby’s book Scale Your Sales here:

https://www.amazon.com/Scale-Your-Sales-Critical-Mistakes/dp/1959911252

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TRP 262: How to Avoid Pitfalls of Client Development with Troy Korsgaden

Thu, 07 Aug 2025 07:45:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Troy Korsgaden, insurance industry consultant and business development expert, about how professionals can avoid common pitfalls in client development. Troy emphasizes that the biggest mistake professionals make is failing to be intentional. He shares how building habits—like stopping for brief, purposeful introductions during daily routines—can generate long-term business success without requiring large time investments. His “stacking” method, combined with calendaring time for outreach, ensures that business development becomes a natural part of the day, not an afterthought. The conversation also explores the importance of follow-up, with Troy reinforcing that consistent communication is more impactful than any one-time pitch.

Troy also introduces the concept of being a “discussion partner”—someone clients turn to not just for services, but for strategic conversations and trusted advice. He encourages professionals, including introverted lawyers, to shift their mindset away from sales toward authentic, service-first relationship building. By being a reliable resource and showing curiosity, professionals can earn trust and grow business organically. The episode closes with three action steps: adopt the “law of 72” to act on new ideas quickly, schedule time for strategic thinking, and never remove critical follow-up items from the calendar.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/t_g-mzKSI4M

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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Troy Korsgaden is a highly sought-after insurance and financial services consultant. He is the principal of Korsgaden International which specializes in global marketing, distribution, agency building and technology strategies for many of the world’s largest insurance carriers and financial services companies.

As a consultant, speaker and author of seven books, Korsgaden’s mission is to help the insurance industry and its representatives wake up to the radical transformation taking place in the industry and create the necessary tools and roadmaps to best navigate and build success in the rapidly changing insurance and financial services landscape. A widely-respected expert in personal distribution and other methods, Korsgaden trains corporate insurance and financial services leaders on customer service, change management and transformational work, among many other critical issues impacting insurance carriers and financial services companies.

Korsgaden helps those in the industry learn how to better communicate with their teams and consumers so that consumers develop a higher appreciation for the value of insurance products and their insurance advisor relationships. Korsgaden International provides turn-key approaches using leading technologies and management tools which create fluency and seamlessness in product delivery and customer service.

Hundreds of thousands of insurance and financial services executives, agents, brokers and staff members have been inspired and empowered by Korsgaden's seminars and guidance for over 30 years.

Link:

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

https://www.korsgaden.com

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TRP 261: [Legal] Business Development Is Career Development with Lana Manganiello

Tue, 05 Aug 2025 07:45:00 -0000

In this Legal Tuesday episode of The Rainmaking Podcast, host Scott Love speaks with Lana Manganiello, law firm growth leader, business development coach, and lateral integration strategist, about why business development is career development. Lana explains that the skills and activities required to grow a book of business—building visibility, cultivating credibility, and developing strategic relationships—are the same ones that create career options, whether an attorney wants to make equity partner, move firms, or transition in-house. She emphasizes that investing in business development not only generates autonomy and control over your practice but also increases leverage within your current organization, allowing you to shape your role into something more fulfilling.

Lana offers practical guidance on developing both internal and external strategic relationships, highlighting the value of connecting with colleagues, mentors, and professional staff inside the firm, as well as clients, referral sources, and industry contacts outside of it. She encourages attorneys to start now—regardless of career stage—to avoid missed opportunities, and to approach networking with authenticity, preparation, and mutual value. The episode closes with three action steps: reconnect with one contact this week, make your expertise visible, and say yes to an opportunity that aligns with your long-term goals, even if it feels uncomfortable.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/HqWzotNIuaE

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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With over 15 years of experience in business development, sales management, and professional coaching, Lana Manganiello is a recognized leader in elevating legal professionals and their practices. Her career spans leadership roles in business development and marketing, where she was directly responsible for driving growth, managing sales teams, and creating strategies that deliver measurable results.

Lana’s guidance is rooted in both personal experience and her extensive work with hundreds of professionals across diverse practices, goals, and personalities. She has partnered with AmLaw 200 firms, boutique practices, and individual lawyers at all career stages to align their values, goals, and strengths with actionable business development strategies.

Career Highlights:

Deep Expertise: Lana has designed and delivered programs that have transformed attorneys into trusted advisors, helping them cultivate rewarding practices.

Leadership: As President of the LA County Bar Association’s Counsel for Justice, she has spearheaded initiatives to expand access to justice and enhance diversity in the legal profession.

Recognition: Named a “Global Leader in Legal Strategy and Consulting” by Lawdragon and a “Diversity, Equity, Inclusion & Accessibility Visionary” by Los Angeles Times Magazine.

Impact: Lana’s clients report significant professional growth, including partnership offers, increased visibility, and greater fulfillment in their careers.

Lana’s commitment extends beyond her professional work. She actively serves on boards that advance equity and access to justice, and she’s passionate about supporting attorneys in creating a positive impact on their firms and communities.

Links:

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

https://practicegrowthpartner.com/

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TRP 260: How to Lead with Trust with Tony Gray

Thu, 31 Jul 2025 07:45:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Tony Gray, author of The Business Development Body of Knowledge and founder of the Global Business Development Association, about how professionals can lead with trust in business development. Tony shares a neuroscience-based model of trust built on three pillars: purpose, empathy, and truth. He explains how these elements activate specific brain chemicals—oxytocin, dopamine, and serotonin—that foster genuine connection and credibility. Rather than rely on anecdotal tactics, Tony advocates for a scientific, principle-based approach to building long-term business relationships, emphasizing that aligning with a prospect’s purpose and being candid—even when it means saying you’re not the right fit—can create lasting trust and unexpected referrals.

The conversation also explores the differences between empathy and sympathy, how to build the “muscle memory” of candor, and why referrals are the most scalable form of business development. Tony introduces his framework for understanding the full customer journey—from awareness to advocacy—and shows how business development differs from sales or marketing in its exponential impact. With practical guidance and deep insight into human behavior, this episode delivers a compelling case for why professionals must build trust deliberately, not by chance.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/le6LOfxBxhM

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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Tony helps companies grow with 30 years experience in business development, sales, and customer success. Tony provided Chief Growth Officer support services for 24 small, medium, and large corporations. One client grew by as much as 100% in one year directly due to his efforts.

He cultivated relationships with prospects and generated new business of $800M+ with single award wins up to $230M+ Total Contract Value (TCV). His extensive network and understanding of the government contracting procurement cycle, regulations, federal budgetary effects, and industry landscape helped generate an average of $64M per year in new revenue for his clients.

Tony created marketing and sales budgets, along with innovative methods to reduce costs and schedules by as much as 20%. He routinely led sales efforts and developed trusting relationships with all levels of leadership and customers, including senior executive engagement.

Tony is the author of the Business Development Body of Knowledge and creator of the Global Business Development Association Business Development Professional (BDP) certification.

He is a graduate of the U.S. Naval Academy with a Master of Business Administration from Virginia Tech.

Links:

Get your copy of the Business Development Body of Knowledge on Amazon: https://a.co/d/ckiz9r0

Connect with Tony on LinkedIn: https://www.linkedin.com/in/tony-gray-mba-bdp/

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TRP 259: [Legal] Think like a lawyer: Act like an Entrepreneur with Steve Seckler

Tue, 29 Jul 2025 07:45:00 -0000

In this Legal Tuesday episode of The Rainmaking Podcast, host Scott Love speaks with Steve Seckler, attorney coach and author of Think Like a Lawyer, Act Like an Entrepreneur. Steve shares how lawyers can overcome their aversion to selling by reframing business development as an authentic, relationship-based activity. Drawing from his own journey as a risk-averse skeptic, Steve offers practical tools for lawyers who want to grow their practices without feeling like salespeople. He emphasizes the importance of listening, curiosity, and small, consistent actions that build trust—like sending follow-ups, maintaining light touches with contacts, and showing up at live events.

Steve also outlines the value of identifying a niche to become more memorable in a competitive marketplace. He encourages lawyers to engage in business development activities that feel natural and aligned with their personalities, whether that’s bar association involvement, speaking engagements, or nonprofit service. Key takeaways include avoiding the pitfall of waiting for a “rainy day” to market, following up with intention, and starting relationship-building early in one’s career. The episode concludes with three action steps: gain clarity on who you serve, commit consistent time to marketing, and pursue authentic strategies that reflect your strengths.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/lv5-EdTyTRQ

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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Steve has been a trusted advisor to attorneys for 25+ years and has coached hundreds of lawyers at all stages of their careers. He has worked with attorneys from a broad mix of law firms and industries. As a lawyer himself, Steve has a deep understanding of the business of law and the life of a lawyer.

Steve is a regular speaker at bar associations and writes frequently about careers, marketing, and leadership. He is an active member of the ProVisors business network and serves on the Board of the Career Center of the American Bar Association. He also hosts the popular Counsel to Counsel Podcast.

Steve brings a unique perspective to coaching. He was a legal recruiter for over two decades and a Program Attorney at Massachusetts Continuing Legal Education for seven years where he developed and organized100s of seminars. Since 2021, he has been ranked highly in the Massachusetts Lawyer’s Weekly Reader Rankings Awards.

Links:

Order Steve’s book: https://www.americanbar.org/products/inv/book/449547309/

Twitter: @stephenseckler

Website: CounselToCounsel.com

Show: Counsel to Counsel with Stephen Seckler, Esq.

LinkedIn: Stephen Seckler

Blog: https://www.seckler.com/blog/

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TRP 258: Researching the Competition with Andy Buyting

Thu, 24 Jul 2025 07:45:00 -0000

In this episode of The Rainmaking Podcast, Scott Love speaks with Andy Buyting, author of Double Sales, Zero Salespeople, about how professionals in service industries can gain a competitive edge by strategically researching the competition. Andy breaks down a detailed, data-driven approach using platforms like SEMrush to analyze traffic sources, keyword effectiveness, and competitor performance—distinguishing between direct and aspirational competitors. He emphasizes the value of identifying non-branded keywords (those not tied to a specific company name) to capture inbound traffic from prospects searching for solutions to existing problems.

Andy also shares compelling examples of companies that unlocked untapped markets by targeting overlooked search terms, such as “landlord insurance” or “how to write an RFP for a firetruck.” He encourages professionals to think like their prospects and align website messaging with customer fears and motivations. Key action steps include analyzing competitors, getting creative with keyword strategy (even bidding on competitor names), and refining website content to convert traffic effectively. The episode concludes with an introduction to Andy’s firm, Tulip Media, which offers digital marketing and custom publishing services for professional firms.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/z__ttxX8JZU

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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Andy Buyting is a leader in thought leadership and content marketing. His “integrated content” strategy has served both himself and his clients exceedingly well. Andy’s thought leadership journey started when he published his first business book in 2007 and started publishing his first magazines in 2009. Since that time, he has leveraged his integrated approach to print, digital and interactive marketing strategies to establish himself as a thought leader in print marketing and brand positioning. Andy’s 2nd book, How to Win Clients & Influence People, is now in its 2nd edition and is an International Bestseller on Amazon. In 2021, Andy co-authored Double Sales/ Zero Salespeople: Optimize Your Sales and Marketing Into One Business Development Strategy That Works! Through Tulip Media Group, his team helps to fuel revenue growth for their Client-Partners through effective marketing that works.

Links: https://andybuyting.com/

https://andybuyting.com/how-to-win-clients/

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TRP 257: Laser Focus for Strong Business Development with Neil Barrow

Thu, 17 Jul 2025 07:45:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Neil Barrow, a business development consultant for professional services firms, about how partners can generate more revenue through laser-focused relationship-building. Neil challenges the common notion that business development requires chasing every shiny new tool or tactic. Instead, he emphasizes the power of deepening relationships with a select group of key clients and referral sources. He introduces a practical “tiering” system to segment clients based on relationship strength and strategic value—encouraging professionals to identify their top 15–20 clients and focus on creating intentional, value-based conversations with them.

Neil also discusses how to apply the same tiering strategy to referral sources by identifying where past business came from and nurturing those relationships systematically. He walks listeners through actionable steps, including reviewing your book of business, categorizing contacts by relationship level (friend, collegial, professional), and scheduling consistent outreach. With insights on mindset, time management, and long-term strategy, this episode is a roadmap for professionals looking to grow their book of business through clarity, structure, and focus.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/u0bi7AIL-A4

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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Neil Barrow is the founder of EnabledBD, helping professional services firms get BD cooking and UndergroundBD, an online community for business development professionals looking for clarity and community.

He’s a software sales guy that was (fortunately) talked into working in public accounting, leading origination efforts at 2 different firms for over 8 years. Since then, he’s worked with dozens of firms to build or enhance their business development function (spoiler: BD is not a soft skill). More importantly, he is a Certified Cicerone (beer sommelier) and loves connecting with friends and strangers to chat about business development and/or best beers to try. Most importantly, he lives in Fort Worth with his wife of over a decade and a kiddo who is dominating kindergarten.

Links:

linkedin.com/in/neil-barrow

https://enabledbd.com/

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TRP 256: High Performance with Good Health Habits with Dr. Megan Lyons

Thu, 10 Jul 2025 07:45:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Megan Lyons—Harvard grad, former consultant, and board-certified clinical nutritionist—about how high-performing professionals can optimize their health without sacrificing productivity. Dr. Lyons shares that the goal isn’t perfection, but performance with minimal health compromise. She identifies common obstacles faced by rainmakers, including adrenal dysregulation, poor nutrition habits, and the misconception that prioritizing health equals losing your edge. Using relatable examples, she explains how small changes—like eating 20–30 grams of protein at breakfast and avoiding “naked carbs”—can create immediate improvements in energy, focus, and long-term well-being.

Dr. Lyons provides tactical recommendations tailored for professionals under pressure: building nutrient-dense meals using her VVFP model (veggie, veggie, fat, protein), managing caffeine and sugar intake strategically, and planning meals like a crustless quiche to save time and boost nutrition. She also emphasizes the importance of short breaks, mindful eating, and limiting alcohol consumption without sacrificing the ritual of winding down. Whether you're aiming to avoid burnout or optimize your daily routine, this episode offers a science-backed, approachable strategy for achieving sustainable high performance through better health habits.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/jSVh2QMPovY

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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Megan Lyons is a sought-after health & wellness expert who is deeply passionate about inspiring others to feel their healthiest and happiest. Megan is a Harvard graduate, MBA, and former management consultant who left the business world to follow her passion for wellness by opening The Lyons’ Share Wellness in 2014. Since then, she’s earned a Master's degree in Holistic Nutrition, and become Double Board Certified in Holistic Nutrition and Clinical Nutrition, and a Doctorate of Clinical Nutrition, and has amassed over 10,000 hours of 1-to-1 nutrition consulting with clients internationally. Megan runs a top podcast on health and wellness, “Wellness Your Way with Megan Lyons.” Her Revitalize Health Accelerator is a community of health-minded individuals looking to continuously uplevel their health and wellness.

Links:

Links: Dr. Megan Lyons Website: https://www.thelyonsshare.org/The Revitalize Health Accelerator: https://www.thelyonsshare.org/revitalize/

Podcast: https://www.thelyonsshare.org/wellness-your-way-podcast/

Instagram: https://www.instagram.com/thelyonsshare/

Facebook: https://www.facebook.com/TheLyonsShareWellness/

LinkedIn: https://www.linkedin.com/in/meganoharelyons

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TRP 255: [Legal] Building a Thriving Culture in a Law Firm with Nicole Kosoff

Tue, 08 Jul 2025 07:45:00 -0000

In this Legal Tuesday episode of The Rainmaking Podcast, host Scott Love speaks with Nicole Kosoff, culture leader at a prominent Los Angeles law firm, about how intentional, values-based culture can be a firm’s greatest tool for retention, productivity, and engagement. Nicole defines culture as the unique personality of a firm shaped by its values—and emphasizes that the most impactful cultural shifts often come at little or no financial cost. She shares examples such as using inclusive language (“works with” instead of “works for”), celebrating personal milestones like birthdays and baby showers, and hosting family-inclusive events that humanize relationships across the firm.

Nicole outlines how cultivating culture starts with small gestures that make people feel seen, valued, and connected—whether it’s remembering names, following up on hobbies, or inviting input through surveys and conversations. She explains that culture-building should align with firm values and be supported by leadership but executed through consistent, people-first actions. This episode offers a practical roadmap for law firm leaders who want to create workplaces where people genuinely want to stay—and thrive.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/e8sd3kngfZ8

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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Nicole Kosoff serves as the cultural ambassador for Greenberg Glusker, a regional law firm based out of Los Angeles, where she manages employee engagement and contributes to recruitment and retention efforts. She is also involved in the firm’s corporate social responsibility efforts, including diversity and inclusion as well as community service initiatives. She is a contributor to a variety of industry publications including law.com. During her time at Greenberg Glusker, the firm has been included in Vault’s Best Midsize Law Firms to Work For, where it has been ranked #1 in Firm Culture twice and #1 in Wellness three times. The firm has also been recognized in Los Angeles Business Journal’s Best Places to Work and Most Admired Law Firms.

Link:

https://www.greenbergglusker.com

/https://www.linkedin.com/in/nicole-kosoff/

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TRP 254: Strategic Alliance Partnerships for Rainmakers with Scott Love

Thu, 03 Jul 2025 07:45:00 -0000

In this special solo episode of The Rainmaking Podcast, host Scott Love shares a timely message on building strategic alliance partnerships—perfectly aligned with the values celebrated during the Fourth of July. Scott distinguishes these partnerships from simple referral relationships by defining them as intentional, mutually beneficial collaborations where both parties actively promote each other's solutions. Scott offers practical steps to develop two to five meaningful strategic alliances, including identifying thought leaders in your niche, reaching out with genuine value, and planting seeds for long-term collaboration. Whether it's sitting on panels, co-hosting webinars, or quoting others in your writing, Scott outlines how small, intentional actions can lead to powerful results. He encourages listeners to document their goals, take focused action, and build these relationships organically over time. This episode also introduces the new Legal Tuesday series, which will feature law-specific topics to complement the broader professional content released on Thursdays.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/kt0kPSyNExc

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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Scott Love is a legal recruiter who is solely focused on recruiting corporate and finance partners for global law firms in major markets. He is also a coauthor of Rainmaker Confidential and speaks at conferences professionally to business groups on sales, client development, and recruiting.

Links:

therainmakingpodcast.com

theplacementclub.com

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TRP 253: Maximizing Profit Per Client with Raul Hernandez Ochoa

Thu, 26 Jun 2025 07:45:00 -0000

In this episode of The Rainmaking Podcast, Scott Love interviews Raul Hernandez Ochoa, a consultant who helps founders and service-based business owners scale profitably while maintaining a healthy work-life balance. Raul shares a powerful framework for maximizing profit per client by rethinking how services are sold, presented, and delivered. He emphasizes that sales is not the end of the client journey but the start of a long-term value-focused relationship. Key components of his framework include identifying your most valuable client segments, articulating tangible and perceived value, and bundling services into outcome-focused packages that align with client needs.Raul outlines a three-part strategic approach: (1) define ideal client segments based on value and alignment, (2) develop compelling business cases that reflect real transformation and urgency, and (3) productize service delivery to create consistent, scalable offerings. He also addresses common challenges professionals face, such as underpricing their work, clinging to traditional service selling, and failing to adapt their sales process. Throughout the episode, Raul offers real-world examples and actionable insights, making this a must-listen for anyone in professional services looking to boost profitability and impact.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/JsxuTbaCidU

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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Maximizing Profit Per Client with Raul Hernandez Ochoa

Raul Hernandez Ochoa partners with founders to implement proven strategies that increase company performance, scale profitably, and serve more clients without sacrificing their lifestyles.

Links:

https://dogoodwork.io/

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

Raul’s books:

https://www.amazon.com/stores/Raul-Hernandez-Ochoa/author/B085P3L9GK?ref=ap_rdr&isDramIntegrated=true&shoppingPortalEnabled=true&ccs_id=f4ddc8e0-da04-40c4-a1bd-e392ce0a7993

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TRP 252: [Legal] Avoiding Landmines in Lateral Partner Moves with Hilary Gerzhoy

Tue, 24 Jun 2025 07:50:00 -0000

In this inaugural “Legal Tuesday” edition of The Rainmaking Podcast, Scott Love introduces a new series focused specifically on legal professionals, offering expert insight for lawyers navigating complex transitions. Scott speaks with Hilary Gerzhoy, a seasoned ethics lawyer and thought leader on professional responsibility, who shares valuable guidance on avoiding ethical pitfalls during lateral partner moves. She outlines real-world examples of landmines, such as premature client contact, improper solicitation of team members, and breach of fiduciary duty—each of which can derail a move or trigger legal retaliation. The conversation covers essential considerations for departing lawyers, including how to handle sensitive communications, what firms can legally withhold, and how to protect client relationships ethically. The episode is especially timely for law firm partners considering a move, and serves as a cautionary guide to avoid becoming tomorrow’s legal headline. This Tuesday edition of the podcast delivers focused legal guidance, while Thursday episodes will continue serving broader professional services audiences.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/LAtWIzixoeY

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As Vice Chair of the D.C. Rules of Professional Conduct Review Committee and a member of the ABA’s Ethics and Professional Responsibility Committee, Hilary Gerzhoy focuses her practice on legal ethics matters and white–collar defense.

Legal Ethics

Hilary represents lawyers, firms, and companies facing the full range of legal ethics matters, including disciplinary investigations, legal malpractice litigation, fee disputes, bar admissions, unauthorized practice of law (UPL) inquiries, conflicts, advertising, lateral partner moves, and law firm formations and dissolutions. Hilary has represented lawyers in front of every disciplinary body at the state and federal level in D.C. and Maryland, before the Virginia State Bar, and before the USPTO’s Office of Enrollment and Discipline (OED).

She is an adjunct law professor at the Georgetown University Law Center where she teaches legal ethics, and she serves on Law360′s Legal Ethics Editorial Advisory Board. Hilary serves on the D.C. Circuit’s Advisory Committee on Admissions and Grievances, a Committee appointed by the Judges of the D.C. Circuit.

A frequent writer, Hilary has published more than forty articles on developments in legal ethics and her work has been featured in the  Chicago Tribune,  Bloomberg Law, Law360, the Washington Lawyer, and LexisNexis. She is regularly quoted as a legal ethics leader in publications including The National Law Journal,  Law.com,  Bloomberg, and Law360. She is a regular speaker at the D.C. Bar, the American Bar Association, and the Practising Law Institute.

White-Collar Criminal Defense

Hilary represents clients through all stages of litigation, from the initial complaint through trial and appeal in state and federal courts. Hilary represents companies and individuals in a range of white-collar criminal investigations, including by the DOJ, the FCC, and the New York and D.C. Attorneys General. Hilary has been repeatedly recognized by Chambers, Best Lawyers, Super Lawyers, and Lawdragon.

Links:

https://www.gerzhoylaw.com/contact

https://www.linkedin.com/in/hilary-gerzhoy/

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TRP 251: The Power of Follow Up for Rainmakers with Jason Levin

Thu, 19 Jun 2025 07:45:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jason Levin, business development coach and author of Relationships to Infinity: The Art and Science of Keeping in Touch. The conversation explores the critical role of follow-up in building a sustainable legal practice. Jason outlines how many law firm partners approach client development with a short-term mindset, expecting results from one-time efforts like publishing an article or attending a conference. Instead, he advocates for an ongoing process rooted in understanding decision-makers, asking insightful questions, and maintaining authentic, relationship-based outreach.

Jason shares practical tactics partners can implement to stay top of mind with clients and internal referral sources. He introduces the concept of a "30-point system" to gamify outreach efforts and emphasizes the power of micro-habits—small, consistent actions like checking in with colleagues or sharing relevant content. From CRM tracking to gratitude-based follow-ups, Jason’s methods are grounded in both social science and professional success stories. Listeners walk away with clear action steps to create structured follow-up systems, improve internal collaboration, and build deeper connections that lead to more business.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/PPpp5reirqU

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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Jason Levin believes in the power of authentic relationships to transform careers. Based in Washington, D.C., he is the founder of Ready, Set, Launch, LLC® where Levin is an in-demand career and business development coach, speaker and trainer. He has broad career experience in brand management at Unilever, consulting at Accenture and law firm branding sales at Vault.com. Levin has been helping his clients land jobs, get promotions, transition into retirement and build professional services practices since 2011. He has had a lifelong interest in keeping in touch, which is why he wrote the book, Relationships to Infinity.

Links:

https://readysetlaunch.net/meet-jason-levin/

Buy Jason’s Book ‘Relationships to Infinity’ https://readysetlaunch.net/relationships-to-infinity/

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TRP 250: Reinventing Oneself as a Rainmaker with Heidi Brown

Thu, 12 Jun 2025 07:45:00 -0000

In this milestone 250th episode, Scott Love welcomes back Professor Heidi Brown for a candid conversation on the theme of reinvention. Heidi shares her personal journey of navigating multiple career shifts—from practicing attorney to academic and author—and how those transitions required introspection, courage, and authenticity. Drawing from her experiences as an introvert in extrovert-dominated spaces, Heidi explains how embracing her true self became the catalyst for her success as a rainmaker and thought leader.The episode covers practical advice for professionals undergoing change, including how to audit past experiences to identify transferable skills, reframe imposter syndrome, and harness personal energy through self-awareness tools like journaling and character strength assessments. Heidi also introduces her newest book, The Map I Draw, a travel memoir that explores personal growth through adventure. The discussion ends with actionable steps for those seeking to reinvent themselves: reflect, research, and apply a methodical, bite-sized approach to change.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/UasBk8K2Kok

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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Professor Heidi K. Brown is Associate Dean for Upper Level Writing at New York Law School. A prolific scholar and author on the art and science of legal writing, she has published four books on predictive and persuasive legal writing and federal litigation, as well as numerous scholarly articles for law journals. She has written three books about well-being and thriving in the legal profession: The Introverted Lawyer: A Seven-Step Journey Toward Authentically Empowered Advocacy,  Untangling Fear in Lawyering: A Four-Step Journey Toward Powerful Advocacy, and The Flourishing Lawyer: A Multi-Dimensional Approach to Performance and Well-Being.

Inspired by her own experience untangling fear of public speaking during her litigation career, she is passionate about helping law students and lawyers find their authentic lawyer voices and overcome anxiety about Socratic legal discourse and performance-based lawyering tasks. Professor Brown is a frequent public speaker on the national and international stage on topics of well-being and healthy performance.

Links:

Amazon link to The Map I Draw: The Map I Draw: A Memoir of Travel as a Passport to Self: Brown, Heidi K.: 9798992980707: Amazon.com: Books

www.heidikristinbrown.com

www.theflourishinglawyer.org

www.instagram.com/introvertedlawyer

LinkedIn: https://www.linkedin.com/in/theintrovertedlawyerbook/

New York Law School: Heidi K. Brown - New York Law School

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TRP 249: Delegating for Rainmakers with Sarah Tetlow

Thu, 05 Jun 2025 07:45:00 -0000

In Episode 249 of The Rainmaking Podcast, Scott Love welcomes back productivity strategist and international speaker Sarah Tetlow to discuss the power of effective delegation for rainmakers. Sarah introduces her TORQUE model—Trust, Organized, Repetition, Quality, Understanding, and Eliminate control—as a strategic framework for lawyers and professionals looking to delegate more effectively and free up time for high-value rainmaking activities. She emphasizes that mutual trust and respect between delegator and delegate are foundational, and that anticipating workflow and planning ahead—even with just 15–30 minutes daily—can unlock time and resources for better outcomes. Through practical advice and relatable anecdotes, Sarah shows how thoughtful delegation leads to improved team performance and personal productivity.

Sarah also highlights the psychological roadblocks to delegation—especially perfectionism and control—and shares actionable insights for overcoming them. She encourages professionals to invest in their team, create repeatable processes, and embrace the reality that 80% of someone else’s effort, if done consistently, can exceed the output of going it alone. The episode concludes with Sarah offering a free delegation toolkit on her site, helping listeners take immediate action to implement TORQUE in their own practices.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/ZFL7TX2NAjE

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/

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Sarah is a seasoned productivity strategist, consultant, and renowned international speaker specializing in helping attorneys and legal professionals. With a wealth of experience, a keen organizational acumen, and a strategic mindset, she empowers attorneys and law firms to enhance their profitability and operational efficiency. Additionally, Sarah is dedicated to helping her clients reclaim lost time and revenue by controlling distractions, identifying and focusing on priorities, and developing effective systems and processes. Sarah is also the creator of the ARTT® Email Productivity system and course. The ARTT® course has helped hundreds of professionals gain control of their email, mitigate using email as a distraction, effectively track important communications, and reduce stress and anxiety. It helps email users understand their human habits connected to the technology to effectively organize their inbox. ARTT® Graduates have reported an increase in responsiveness and revenue. The ARTT® course is available at organizemyinbox.com and Sarah is also available to lead private ARTT® system trainings.

Sarah's unwavering commitment to focused work, combined with her distinctive and empathetic coaching approach, fosters a collaborative partnership with her clients that inspires profound learning and transformative behavioral changes.

Links:

https://www.firm-focus.com/about-us

https://www.linkedin.com/in/sarah-tetlow/

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TRP 248: Rainmaking on LinkedIn with Justin Nassiri

Thu, 29 May 2025 07:45:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Justin Nassiri, founder of Executive Presence, about how professionals can use LinkedIn as a high-leverage platform for building relationships and generating new business. Drawing from his experience helping executives create authentic, effective content, Justin explains that LinkedIn works best when used consistently to educate, not sell. He emphasizes the importance of optimizing your personal profile over company pages and shares a simple framework for creating posts that resonate: focus on industry insights, leadership stories, company updates, and personal anecdotes that are “dinner-party appropriate.”

Justin also breaks down tactical strategies to improve visibility and connection—such as commenting on the posts of high-visibility users, sending relevant posts directly to prospects, and showing up regularly with value-driven content. He encourages professionals to build a routine around content creation, noting that success comes from iteration, not perfection. Whether you’re new to LinkedIn or looking to elevate your presence, this episode offers a roadmap to position yourself as a trusted authority and rainmaker in your field.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/4H_Dy8yutqQ

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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With a multi-faceted background, Justin Nassiri brings both vision and energy to Executive Presence. Justin is a serial entrepreneur with 15 years of experience building companies from the ground up. Before Executive Presence, Justin launched multiple successful startups that were eventually acquired.

He holds an MBA from the Stanford Graduate School of Business and a BS in Electrical Engineering from the United States Naval Academy. Justin’s earliest career days were spent at McKinsey & Company working for one of the world’s top business consulting firms.

Justin also served as a Navy officer aboard nuclear submarines, leading large crews on advanced naval missions. After his service, Justin dedicated himself to helping veterans transition into new careers. He built Beyond the Uniform into the #1 military career podcast and wrote Veterans in Consulting to provide guidance and support. Today, Justin is focused on scaling Executive Presence and collaborating with top global CEOs. He also actively contributes to the Forbes Business Council.

Links:

www.executivepresence.io

https://executivepresence.io/ebook/ceo-guide-to-linkedin/

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

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TRP 247: The Activator Advantage: What Today’s Rainmakers do Differently with Matt Dixon

Thu, 22 May 2025 07:45:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Matt Dixon—bestselling author of The Challenger Sale and The Jolt Effect—about his latest research and book, The Activator Advantage: What Today’s Rainmakers Do Differently. Based on data from the Rainmaker Genome Project, Matt introduces five rainmaker profiles, highlighting the “Activator” as the most effective. Activators stand out by committing consistently to business development, building broad and deep networks, and proactively delivering value to clients before they even ask for it. Rather than relying on personality, Activators succeed through behavior—habits, systems, and deliberate outreach.

Matt explains that Activators aren’t just connectors; they transform insights and introductions into meaningful client engagements. They develop daily routines, use platforms like LinkedIn strategically, and focus on helping others as a way of building trust and generating future opportunities. This episode also breaks down three action steps for aspiring rainmakers: plan business development time weekly, expand and engage your network, and proactively share insights that clients didn’t know they needed. With data-driven insights and real-world examples, this conversation offers a powerful blueprint for professionals who want to become indispensable advisors.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/jxIFBnWxZYU

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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Matt Dixon is a Founding Partner of DCM Insights—a boutique consulting and training firm that uses research-backed methods to help organizations to better attract, retain and grow their client relationships. A noted business researcher and writer, Matt is a sought-after advisor to leadership teams around the world.
He is best known as the co-author of several of the most important business books of the past twenty years, including The Challenger Sale, which has sold more than a million copies worldwide and was a #1 Amazon and Wall Street Journal bestseller. His most recent book is The JOLT Effect: How High Performers Overcome Customer Indecision, which was released in September 2022. His next book, The Activator Advantage: What Today’s Rainmakers Do Differently, will be released by Harvard Business Review Press in the spring of 2025.
In addition to his books, Matt is a frequent contributor to Harvard Business
Review on topics ranging from business development effectiveness to client experience.
He holds a Ph.D. from the University of Pittsburgh and currently resides in the Washington, DC area with his family.

Links:

https://www.dcminsights.com/activator-advantage

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

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TRP 246: Lessons Learned From Rainmakers with Steve Fretzin

Thu, 15 May 2025 07:50:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with returning guest Steve Fretzin—legal business development coach, author, and host of Be That Lawyer—about the core lessons shared in his new book, Be That Lawyer. Steve explains why the book begins with mindfulness and time mastery, stressing that business development success starts with managing stress, mindset, and structure. Drawing from years of coaching lawyers, Steve outlines how burnout, disorganization, and lack of clarity are major barriers to rainmaking—and offers practical systems for time tracking, delegation, and habit-building to counter them.

The conversation also explores how introverts can succeed in business development through preparation and repeatable routines, and how podcasting serves as a powerful tool for networking, content creation, and credibility. Steve shares insights on how lawyers can amplify their brand by repurposing podcast appearances and building long-term visibility. This episode is filled with real-world tactics for becoming a focused, productive, and well-positioned rainmaker.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/p-d0GTEEy-s

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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Steve Fretzin coaches and trains lawyers the most modern-day business development skills, providing precise tips, fresh ideas and actionable tasks. The host of the BE THAT LAWYER podcast, Steve has been featured in the Chicago Tribune, Crain’s and Entrepreneur.com and has appeared on NBC News and WGN Radio. He has written three books on legal business development, is a regular contributor to the Chicago Daily Law Bulletin and has published articles in Attorney at Law magazine, the National Law Review, the American Bar Association and the Illinois State Bar Association.

Links:

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

https://fretzin.com/

https://fretzin.com/podcast/

https://fretzin.com/101-top-rainmakers-secrets-to-growing-a-successful-law-practice/

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TRP 245: The Vision of a Rainmaker with Barbara Koenen-Geerdink

Thu, 08 May 2025 07:57:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Barbara Koenen-Geerdink, former CMO of the largest law firm in the Middle East and co-founder of Boost, about the mindset and vision necessary to become a successful rainmaker. Barbara emphasizes that building a book of business is a long-term journey, best started early in one’s career with a clear, tangible vision of success. She explains how to create a detailed roadmap based on visualization, goal-setting, and structured milestones—transforming abstract ambitions into daily actions that build momentum.

Barbara also shares how Neuro-Linguistic Programming (NLP) can rewire self-doubt and limiting beliefs, helping professionals embody the mindset of a rainmaker before they achieve the title. She outlines the top pitfalls to avoid, including distraction, comparison, and vague goals, and offers three action steps: define your vision, condition your mindset, and track measurable progress toward clearly defined outcomes. This episode offers both the strategic and psychological tools needed to move from aspiration to execution.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/5JotRQJTd-s

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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Barbara Koenen-Geerdink is a seasoned business development and marketing expert with extensive experience in the professional services sector. She is the co-founder of BOOST, a platform dedicated to empowering business development and marketing professionals within law firms. Through BOOST, Barbara provides strategic insights, leadership, and a community-driven approach to help law firms enhance their business development efforts and drive long-term growth.
Barbara’s career includes senior roles in leading international law firms, where she was instrumental in developing and executing business development and marketing strategies. Most notably, she served as CMO for the largest law firm in the Middle East, where she played a pivotal role in driving the firm’s strategic market presence and client engagement initiatives.
In her role as a Professional Services Consultant at Nexl, Barbara works closely with law firms to optimise their CRM systems and implement data-driven strategies that enhance business development performance. Her expertise covers CRM adoption, technology integration, and strategic BD initiatives that enable firms to achieve measurable success.

Links:

https://www.linkedin.com/in/barbara-koenen-geerdink-231a4613/

https://boostbdm.com/

https://nexl.cloud/

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TRP 244: Tips For Making a Pitch with Scott Love

Thu, 01 May 2025 07:50:00 -0000

In this solo episode of The Rainmaking Podcast, host Scott Love shares a tactical framework for creating a powerful client pitch by focusing on what truly sets you apart. Drawing from his own experiences in legal recruiting and professional speaking, Scott introduces his “1-3-5” model: one distinct differentiator, three unique attributes, and five storyboards (client success anecdotes) that demonstrate value. He explains that in a hyper-competitive marketplace, professionals must lead with what they can say about themselves that no one else can—whether it’s a niche specialization, a proprietary method, or a specific client outcome.

Scott emphasizes the importance of being memorable and relevant when making your pitch, and he offers practical tips on how to uncover your distinction through client feedback and story-driven messaging. Referencing insights from Pitch Anything and his own work with high-stakes firms, Scott provides a clear roadmap for professionals to sharpen their message, build credibility quickly, and gain a competitive edge in client development.

Visit: https://therainmakingpodcast.com/

YouTube: https://youtu.be/xhVo12IwwQQ

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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www.rainmakerconfidential.com

www.therainmakingpodcast.com

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TRP 243: Image-Building for Rainmakers with Lee Heyward

Thu, 24 Apr 2025 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Lee Heyward, brand strategist and founder of The Prosperous Image, about how law firm leaders can align their external image with their internal values to attract the right clients and create stronger teams. Lee outlines her “Image Mastery System,” which includes five core elements: personal brand, online persona, team alignment, physical environment, and client experience. She explains that every detail—from how a founder dresses to how the receptionist greets a visitor—either reinforces or erodes the firm’s brand promise.

Lee shares how founders often unintentionally set the tone for a misaligned culture by being unclear or inconsistent in their own presentation. She encourages professionals to examine whether their image truly reflects their values and vision, starting with a self-assessment and extending to the client journey. With practical tips on dress culture, onboarding, and internal communication, this episode offers a thoughtful guide to building a brand from the inside out—one that not only looks the part, but delivers on it.

Visit: https://therainmakingpodcast.com/

Watch our video interview: https://youtu.be/gsTvwSO01qw

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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Lee Heyward is a brand consultant and the founder of The Prosperous Image, a consulting firm that gives clients an edge in the moments that matter. She works closely with law firm founders and other high-achieving leaders to help them reach unlimited growth, personal freedom, and unparalleled brand loyalty.

She is the author of the bestselling book 'Strategically Suited: Your Secret Edge to Grow Sales and Get New Clients' and recently published a children's book 'Mirror Friends: Find the Magic Inside.'

Links:

https://prosperousimage.com/

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

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TRP 242: The Business Development Positioning with Bob Wiesner

Thu, 17 Apr 2025 09:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Bob Wiesner—author of Winning is Better and partner at The Artemis Partnership—about how professionals can use strategic business development positioning to win more consistently. Known as “The Pitch Doctor,” Bob breaks down his five-part framework for effective positioning: defining the client’s problem, offering unique insight, presenting a tailored solution, providing measurable results, and articulating the broader impact. He explains that while most professionals focus on their credentials and solutions, what truly sets them apart is their ability to reframe their value from the client’s perspective.

Bob emphasizes that rainmakers must lead with empathy and relevance—starting conversations with the client’s pain points rather than their own qualifications. He walks through how to uncover insights, develop client-specific messaging, and communicate tangible business outcomes that differentiate your firm. For professionals seeking a step-by-step roadmap to build credibility and earn trust in a crowded market, this episode delivers a masterclass in persuasive business development.

Visit: https://therainmakingpodcast.com/

Watch our video interview: https://youtu.be/hvztbsQ02JQ

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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Bob Wiesner is known as the ‘pitch doctor’ because of his approach to winning pitches. He’s advised on over 400 transactions in the last 25 years and his clients include companies like KPMG, Deloitte and JP Morgan Chase, and top firms in advertising, accounting, architecture, engineering, consulting, law and investment banking.

Bob Wiesner's book: Winning is Better: The Journey to New Business Success https://www.amazon.com/Winning-Better-Journey-Business-Success/dp/B09NRD7H6Y

Bob Wiesner on LinkedIn https://www.linkedin.com/in/bobwiesner/

http://www.changeforce.ai/

bob.wiesner@changeforce.ai

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TRP 241: The Real A.I. with Dave Sanderson

Thu, 10 Apr 2025 09:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dave Sanderson—speaker, author, and survivor of the “Miracle on the Hudson”—about how professionals can create powerful business relationships through what he calls the “real AI”: authentic interactions. Drawing from his experience in sales and crisis leadership, Dave introduces his five-step “Access to Influence” model: Access, Connection, Relationship, Influence, and Affinity. He shares how building meaningful, trust-based relationships—especially through in-person interactions—leads to long-term business success and client loyalty.

Dave emphasizes that while artificial intelligence is gaining traction, authentic human connection remains the most effective tool for rainmakers. He explains how to navigate gatekeepers, identify internal champions, and develop influence that drives results—even in high-stakes sales environments. This episode offers a powerful framework for professionals who want to deepen their impact and grow through purposeful, relationship-driven strategies.

Visit: https://therainmakingpodcast.com/

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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On January 15, 2009, Dave Sanderson was one of the last passengers off the plane that crashed into the Hudson River, best known as The Miracle on the Hudson, and considered to be the most successful ditching in aviation history. As President of his firm, Dave Sanderson Speaks International LLC, he has built a career as a motivational speaker, mentor, and author. Recently named by Inc.com as one of the top 100 Leadership Speakers, Dave speaks to audiences around the globe about the harrowing experience that shaped his future.

At a time when people are longing for connection and community, they are also seeking a way to create an extraordinary life truly. So many don’t have a mentor or their own personal “board of directors, so today, Dave works with people of all ages to help them decide what their personal “life” brand will look like going forward. From his own life-changing experience, Dave is now convinced that everyone has their own defining moment but that most don’t know how to take that first step to find the opportunities that exist out of their own uncertainty.

Links:

https://davesandersonspeaks.com/

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

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TRP 240: Visibility Through Guesting on Podcasts with Jessica Rhodes

Thu, 03 Apr 2025 09:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jessica Rhodes, founder of Interview Connections, about how professionals can leverage podcast guest appearances to boost visibility, build credibility, and attract more clients. Jessica explains why guesting on podcasts is one of the most scalable, evergreen ways for professionals to share their expertise and develop trust with prospective clients. Unlike one-time events or short-form posts, podcast interviews allow audiences to hear your voice, connect emotionally, and consume your content over time—often leading to deeper engagement and qualified leads.

Jessica outlines the steps to get started, including creating a compelling one-sheet, identifying shows that reach your ideal audience, and delivering value without being overly promotional. She also shares how to repurpose podcast content for email, social media, and outreach to prospects and clients. For rainmakers and service professionals looking for a high-impact visibility strategy, this episode offers a roadmap to becoming a sought-after podcast guest.

Visit: https://therainmakingpodcast.com/

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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Jessica Rhodes founded Interview Connections, the world’s first and leading podcast booking agency in 2013, back when no other agencies like it existed. Since its founding, Interview Connections has booked over 30,000 podcast interviews for over 800 clients! Jessica is passionate about helping entrepreneurs who feel like the best-kept secret grow their business online through genuine, human-to-human connection. The podcast interviews Jessica and her team have booked have helped their clients generate millions of dollars in sales, sell thousands of books, and transform countless lives.

Links:

https://interviewconnections.com/prep-checklist/

https://www.instagram.com/interviewconnections/

https://www.linkedin.com/in/jessica-rhodes-9a291020/

https://www.facebook.com/profile.php?id=8227848

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TRP 239: Law Firm Partner Compensation with Chuck Curtis

Thu, 27 Mar 2025 09:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Chuck Curtis, legal industry consultant and former director of lateral partner hiring at Pillsbury, about navigating the complexities of law firm partner compensation. With decades of experience at firms like Latham & Watkins and PricewaterhouseCoopers, Chuck shares practical insights into how law firms determine partner pay and how legal recruiters can facilitate more successful negotiations.

Chuck emphasizes the importance of establishing clear communication between firms and candidates early in the process, particularly around compensation expectations. He explains why compensation is rarely the only factor in a lateral move, but often becomes the deciding one. Chuck also highlights the role of guarantees, performance incentives, and market perception in shaping offers, while addressing the delicate balance firms must maintain between attracting talent and preserving internal equity.

This episode provides valuable advice for law firm leaders, recruiters, and lateral partners on how to approach partner compensation negotiations strategically, ensuring outcomes that are beneficial for all parties.

Visit: https://therainmakingpodcast.com/

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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Chuck Curtis is a dynamic professional with nearly 40 years of professional services experience, including as Senior Director of Attorney Recruiting at Pillsbury from 2007 until his retirement in 2023. Shortly thereafter he began his own coaching/consulting practice utilizing his deep expertise and industry knowledge to consult with law firms regarding upgrading their partner hiring and integration processes, including aligning firm leadership with practice section leadership and recruiting leadership to developing winning hiring strategies and practices. He also provides strategic coaching to partners, associates, high level internal recruiting leaders and external legal recruiters.

Links:

https://clcurtis31consulting.com/

https://www.linkedin.com/in/charles-curtis-7461a39

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TRP 238: Creating Boundaries for a Thriving Practice with Anna Rappaport

Thu, 20 Mar 2025 08:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Anna Rappaport, business development strategist and legal industry expert, about how lawyers and professionals can create a sustainable rainmaking strategy. Anna emphasizes that business development isn’t about quick wins—it’s about building long-term habits that generate consistent client opportunities. She explains that many professionals struggle with rainmaking because they approach it as a task rather than an ongoing practice. By shifting to a strategic, relationship-focused mindset, professionals can create a steady pipeline of new business while avoiding burnout.

Key topics include how to develop a repeatable business development routine, the importance of balancing proactive outreach with deepening existing client relationships, and why focusing on ideal clients leads to better long-term results. Anna also shares insights on how to track business development progress, the role of thought leadership in building credibility, and why professionals should prioritize meaningful conversations over high-volume networking. Additionally, she discusses how firms can support attorneys in their rainmaking efforts by fostering a culture of business development. This episode provides practical, actionable strategies for professionals looking to develop a long-term, sustainable approach to rainmaking.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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Anna Rappaport, JD, is the founder of Excelleration Coaching. She is a former lawyer with 25 years of experience coaching individual lawyers on career strategy, making partner, lateral moves and business development. Her work with law firms and practice groups includes strategic planning, teamwork and communication. Anna publishes regularly in the ABA's Law Practice Today and other bar publications, and speaks around the country on various career and business development topics. She is a member of the Maryland and Washington, D.C. bars. Anna is also a former Tango dancer and snow-boarding instructor, both of which have surprising relevance for business communications.

Anna supports lawyers to thrive in all aspects of their careers. See here for more information.

For more information specifically about Anna's approach to Business Development for Lawyers, see here.

If you would like to schedule a free-30 30-minute consultation with Anna, you can do so here.

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TRP 237: Developing Rainmakers with Hy Pomerance

Thu, 13 Mar 2025 09:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Hy Pomerance, Chief Talent Officer at Vinson & Elkins, about developing rainmakers within law firms and professional organizations. Hy, a psychologist by training, shares insights on how firms can foster a rainmaking culture from the earliest stages of a lawyer’s career—starting as early as the summer associate level. He explains that business development isn’t just about technical expertise but about building habits of networking, trust-building, and thought leadership. By embedding rainmaking principles into a firm’s culture, professionals can develop the skills necessary for long-term success.

Key topics include the core competencies of successful rainmakers, such as active listening, curiosity, and trustworthiness, and how early exposure to networking and client engagement helps build these skills over time. Hy discusses the importance of internal networking within a firm, how firms can gamify business development training to make it engaging, and why associates should be encouraged to proactively seek work opportunities to develop their confidence. He also explores how partners can mentor younger attorneys by bringing them along to client meetings, pitches, and conferences. Additionally, Hy shares best practices for keeping in touch with clients without being intrusive, reinforcing the importance of consistent, relationship-driven outreach. This episode provides a structured roadmap for firms looking to develop the next generation of rainmakers and create a culture of proactive business development.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

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Hy Pomerance joined Vinson & Elkins in November 2021 and oversees the firm’s human resources, reward and benefits, legal recruiting, talent development and Diversity, Equity and Inclusion functions. Working closely with firm leadership, Hy is responsible for developing and delivering the firm’s talent and culture strategy. Prior to Vinson & Elkins, he was Chief Talent Officer at Cleary, Gottlieb, Steen and Hamilton. Hy brings 25 years of strategic talent and change experience. He was Chief HR Officer for NY Life Insurance Company and Global Managing Director of Talent at UBS. As a clinical psychologist and senior business executive, Hy brings a unique blend of skills and experience to the firm.

Links:

https://www.linkedin.com/in/hy-pomerance-58023a14/

https://www.velaw.com/people/hy-pomerance/

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TRP 236: Pitch Perfect: How to Win the Beauty Contest with Terry Isner

Thu, 06 Mar 2025 15:08:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Terry Isner, founder of Jaffe PR, about how professionals can stand out in high-stakes pitch meetings and beauty contests. Terry shares insights on why traditional sales pitches fail and explains that buyers already know a firm’s expertise before the meeting. Instead of focusing on credentials, firms should prioritize building connections, demonstrating authenticity, and showing why they’re the best fit for a long-term partnership. He emphasizes that engagement, creativity, and emotional connection are key factors that set winning firms apart.

Key topics include how to structure a pitch for engagement, ensuring that every team member has a voice rather than relying on a single partner to lead the meeting. Terry also discusses the importance of storytelling in pitches, using real-life client success stories to create memorable, relatable, and impactful presentations. He shares strategies for making pitches interactive and dynamic, avoiding static PowerPoint slides, and leaving prospects with a lasting impression through creative branding elements. Additionally, Terry introduces the concept of emotional marketing, explaining how personal stories, humor, and vulnerability help build trust and differentiate a firm from competitors. This episode provides practical strategies for professionals looking to transform their approach to pitching and dramatically improve their win rates.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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A marketing philosopher, brand consultant and dynamic speaker for the legal industry, Terry M. Isner is known as “the empathy man” because of his humanistic approach to business strategy. Whereas many business professionals overlook compassion as part of the branding equation, Terry believes humanism is essential to a firm's success in today’s socially conscious environment. As Terry says, “If humanity gets left out of the board room, nobody wins.”

In the world of legal marketing, Terry fulfills a niche as a business strategist with an extensive background as an award-winning creative director and artist. This unique mix of creative and analytical thinking makes him more likely to set trends than follow them. In fact, Terry often draws inspiration from other industries to formulate new approaches to legal marketing, PR and branding. He also stays current on the latest trends in technology to devise ways to leverage innovation to advance brands.

Terry’s philosophical approach to business is just that – a philosophy. Bringing concepts such as creativity, inclusion and compassion into corporate culture is a reflection of the world we live in. Firms that fail to be cognizant of such issues risk damage to their reputations and devaluation of their brands. Terry helps preserve brand equity by helping firms adapt to these changing times and sharing their unique stories in creative ways across multiple channels, including print, digital and social media. He also uses his passion and expertise to empower marketers to be effective agents of change within their own organizations and help drive their firm’s sales, branding and culture.

Increasingly, employees desire an employer that emphasizes a culture of diversity and compassion. This trend is accelerating as significant generational shifts ignite change in the workplace. Terry specializes in helping firms maintain a cohesive culture and navigate generational change through creative internal campaigns, unique team-building activities and community engagement opportunities that foster camaraderie at all levels.

Links:

https://www.jaffepr.com/our-team/terry-m-isner

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

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TRP 235: Navigating your Career with Clarity, Courage, and Confidence with Amy Mallow

Thu, 27 Feb 2025 09:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Amy Malo, professional certified coach, about navigating career transitions with clarity, courage, and confidence. Amy, who has extensive experience in both internal and third-party legal recruiting, shares insights on how professionals can take control of their careers rather than simply following opportunities that come their way. She explains that career inflection points—moments when professionals feel misaligned with their work—are natural and should be seen as opportunities for reassessment and growth.

Key topics include recognizing the signs of an inflection point, conducting self-assessments to identify core values, key skills, and ideal work environments, and creating a career plan similar to a business strategy. Amy discusses the importance of choosing rather than feeling trapped in a career path, reframing career decisions with intentionality, and managing external pressures from family or societal expectations. She also shares actionable strategies for professionals considering a lateral move, including how to evaluate opportunities, align career choices with long-term goals, and avoid the pitfalls of counteroffers. This episode provides a structured approach to career management for professionals seeking fulfillment, growth, and long-term success.

Visit: https://therainmakingpodcast.com/

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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As an Executive and Career Coach, Strategic Talent Management Consultant, and Experienced Recruiter with over three decades in the legal field, I empower clients to navigate challenges, set meaningful goals, and actualize their professional aspirations with clarity, courage, and confidence.

Links:

https://www.linkedin.com/in/amy-berenson-mallow/

https://talent-success.org/

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TRP 234: Burnout Prevention for Rainmakers with Charlène Gisèle

Thu, 20 Feb 2025 09:30:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Charlene Gisele, professional coach and burnout prevention expert, about how high-performing professionals—especially in the legal industry—can prevent burnout and thrive in their careers. Charlene shares her insights on recognizing the early warning signs of burnout, such as behavioral changes, strained relationships, and physical health issues, emphasizing that burnout doesn't happen overnight but leaves "breadcrumbs" along the way. She explains that by noticing these subtle shifts early, professionals can take proactive steps to prevent burnout before it leads to serious health or personal consequences.

Key topics include identifying behavioral shifts like increased reliance on unhealthy coping mechanisms, the impact of burnout on relationships and team dynamics, and practical strategies for sustainable recovery. Charlene outlines adaptive behaviors such as prioritizing quality sleep, engaging in physical activities, and adopting mindful practices like meditation and self-hypnosis. She also highlights the importance of treating personal health like a business by tracking key health metrics and conducting regular behavioral audits. This episode offers actionable advice for rainmakers and high achievers looking to balance intense workloads with sustainable, healthy lifestyles.

Visit: https://therainmakingpodcast.com/

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At Charlène Gisèle®, I partner with professionals and leading organisations to achieve sustainable high-performance and burnout prevention.

🔹 Our Approach: Using our unique and CPD accredited ‘Sustainable High Performance' method, clients achieve enhanced well-being and productivity, balancing personal and professional lives.

🔹 Experience-Driven: My background as a Big Law litigator, combined with Master certifications in NLP, Business, and Health Coaching, shapes our tailored guidance.

🔹 Recognition: Our methods have been featured in leading publications such as the The Financial Times, The Times, and BBC Radio.

Client Benefits:

✅ Burnout Prevention: Tailored strategies for industry-specific challenges.

✅ Leadership Growth: Unlocking leadership potential.

✅ Emotional Resilience: Strategies to maintain composure and performance in high-pressure environments.

✅ Speaking Engagements: Delivering Award-winning keynotes on well-being and performance.

Links:

https://www.linkedin.com/in/charl%C3%A8ne-gis%C3%A8le-bourliout/

https://charlenegisele.com/

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TRP 233: How to Connect at Conferences with Janet Falk

Thu, 13 Feb 2025 09:30:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Janet Falk, founder of Falk Communications, about how professionals can maximize their time and networking opportunities at conferences. Janet shares expert strategies for preparing before an event, engaging effectively during the conference, and following up afterward to build lasting business relationships. She emphasizes that conferences are not just about attending sessions but about making meaningful connections that can lead to new business and valuable referrals.

Key topics include how to research and reach out to key attendees and speakers in advance, using LinkedIn and membership directories to set up meetings, and leveraging informal networking opportunities such as coffee breaks, meals, and receptions. Janet also shares practical tips on asking insightful questions during panel discussions, strategically using business cards and branded materials, and following up with personalized messages to maintain relationships after the event. This episode provides a comprehensive framework for professionals looking to turn conferences into powerful business development opportunities.

Visit: https://therainmakingpodcast.com/

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Janet Falk, Ph.D., is a Communications professional with more than 30 years of experience in-house, as a consultant and at public relations agencies. As Chief Strategist at Falk Communications and Research (www.JanetLFalk.com), she advises attorneys at small law firms and with a solo practice on Media Relations and Marketing Communications to: attract new clients, remain top of mind with prior clients, keep in touch with referral sources, help recruit associates, generate a news story about litigation that puts pressure on opposing counsel and achieve business goals. Janet leads workshops on these topics and advises on media relations, website, LinkedIn profile, articles in non-legal industry trade publications and client newsletters, among other areas. She has published articles on Media Relations and Marketing in The New York Law Journal, The New Jersey Law Journal and Marketing the Law Firm and is a frequent speaker on webinars and podcasts about Public Relations, Networking and Legal Marketing. Speak with her for a complimentary Strategic Communication Session (30-minute consultation) to assess your Communications activity and online presence. She guarantees TWO IDEAS.

Links:

Website: https://www.Janetlfalk.com

Subscribe to monthly newsletter: https://bit.ly/2MNB11W

http://www.linkedin.com/in/janetlfalk

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TRP 232: The Short List with David Ackert

Thu, 06 Feb 2025 09:30:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

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In this episode of The Rainmaking Podcast, host Scott Love speaks with David Ackert, business development expert and author of The Short List, about how professionals can focus on high-value relationships to grow their book of business. David explains the concept of applying the Pareto Principle (80/20 rule) to networking, where 80% of results come from just 20% of relationships. By identifying and nurturing a select group of key clients, referral sources, and prospects, professionals can maximize their impact without wasting time on low-yield connections.

Key topics include defining a "short list" of 9 to 35 key relationships, strategically engaging with those contacts to drive business opportunities, and using data-backed insights to optimize networking efforts. David shares practical steps on how to track and maintain these relationships, ensuring consistent follow-up and meaningful engagement. He also highlights the importance of relationship-building over transactional networking and explains how to create authentic connections that lead to long-term success. This episode provides a clear, structured approach to business development for professionals looking to streamline their efforts and see measurable results.

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David is Co-Founder and CEO of Ackert, Inc. and its subsidiary, PipelinePlus. He is a highly regarded business development thought leader. Over the past two decades, David has pioneered revenue acceleration programs for hundreds of professional services firms around the globe.

He is the founder of several groundbreaking ventures in the industry, including Legal Lift, the MLR100, the MLR200, BDI, numerous Managing Partner Roundtables, and the PipelinePlus software suite. His programs have won “Your Honor Awards” in both the U.S. and Canada, and his software has been featured in NLJ’s “Technologies on the Rise.” David regularly keynotes at partner retreats and speaks at industry conferences. He also serves as a guest lecturer at USC’s Marshall School of Business, Carnegie Mellon University, and at the UCLA School of Law.

David is the author of The Short List: How to Drive Business Development by Focusing on the People who Matter Most, published by Greenleaf. He has contributed quotes and articles to numerous media including the Los Angeles Times, the National Review, the Daily Journal, the Wall Street Journal, Above the Law, Attorney at Work, Law.com, The Recorder, and the Los Angeles Business Journal. His Market Leaders Podcast has won several JD Supra Reader’s Choice Awards.

David volunteers as a Big Brother with the Big Brothers and Sisters program in Los Angeles. He is also the co-founder of Voices in Harmony, a mentoring organization that has worked with at-risk youth around the globe. He co-produced and appeared in the documentary film, “After Kony: Staging Hope,” chronicling mentoring programs he helped to design and facilitate for former child soldiers in Northern Uganda. The film was used as part of an awareness-raising campaign that raised millions of dollars for health and education in underserved Ugandan communities. David’s charitable work earned the “Difference Maker” award from one of his alma maters, Ithaca College.

David holds a master’s in psychology and is a Fellow at the College of Law Practice Management.

Links:

Order The Short List here: https://pipelineplus.com/theshortlist/

www.PipelinePlus.com

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

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TRP 231: Building a Book from the Ground Up with Mark C. Fava

Thu, 30 Jan 2025 09:30:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark C. Fava, a seasoned aviation lawyer, retired Navy captain, and author of Lessons from the Admiral, about how to build a thriving legal practice from the ground up. Mark shares the story of how he pivoted from being Delta Airlines' chief operations attorney during 9/11 to returning to private practice in South Carolina—where he had to start over and build his book of business from scratch.

Mark outlines the deliberate strategies he used to position himself as the go-to aviation lawyer in his region, including writing targeted articles, speaking at niche conferences, and becoming a visible and reliable contributor in key legal associations. He explains how volunteering for the least desirable job (like fundraising for an ABA section) helped fast-track his leadership credibility and ultimately led to speaking engagements and board positions. He also discusses how publishing thought leadership—no matter how small the outlet—boosted his visibility and credibility over time, attracting both clients and media.

Mark emphasizes the importance of aligning your brand with your passions, targeting specific niches where you can own mindshare, and focusing on long-term relationship-building over short-term gains. He shares tactical advice for new rainmakers, including how to leverage Google search visibility, create a content calendar, and cultivate media relationships through punchy, quotable commentary.

Visit: https://therainmakingpodcast.com/

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Mark C. Fava is a career aviation lawyer and retired naval flight officer. He is a prolific writer and entertaining speaker. Mark retired from the US Navy as a captain, having commanded three units, including an aviation squadron. He has been a law firm partner and a corporate executive lawyer. As a law school adjunct professor, he has also taught aviation law and legal writing.

Mark was the chief operations attorney at Delta Air Lines on 9/11 and spent years in the Navy’s P-3 Orion chasing Soviet submarines. He has practiced law for over thirty years and is currently a vice president at the world’s largest aerospace company.

He lives in his hometown of Charleston, South Carolina, with his wife and three daughters. When not working, reading, or writing, Mark enjoys life in the low country and appreciates a cold glass of sweet tea in the summer and a good oyster roast in the fall.

His first book, “Lessons from the Admiral, Naval Wisdom and Sea Stories for Leaders” was an Amazon New Release Bestseller in January of 2025.

Links:

https://markcfava.com/

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

Order Mark’s book, Lessons from the Admiral, here: https://a.co/d/bg9tc6Q

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TRP 230: Be a Culture Builder with Michael Frino and Katie Desiderio

Thu, 23 Jan 2025 09:30:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Michael Frino and Katie Desiderio, co-authors of The Beekeeper: Pollinating Your Organization for Transformative Growth, about how leaders can cultivate a high-performance culture within their organizations. Drawing insights from their research on beekeeping, they explore how leaders can optimize their "hives" by fostering collaboration, self-awareness, and meaningful work. They emphasize that culture starts with leadership and requires humility, self-reflection, and a commitment to unlearning old habits.

Key topics include the importance of self-awareness in leadership, replacing the golden rule with the platinum rule (treating others as they want to be treated), and making challenging decisions to maintain a healthy organizational environment. Michael and Katie also highlight the concept of "pollinating" an organization by prioritizing growth and learning at all levels and creating psychologically safe environments where individuals can thrive. This episode offers practical strategies for leaders who want to build stronger, more cohesive teams and drive transformative growth in their organizations.

Visit: https://therainmakingpodcast.com/

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Michael G. Frino always was told he was creative and had a vivid imagination during his childhood. He parlayed this feedback by finding a passion for writing and storytelling. He published his first poem in 1993 entitled The Human Tree and is the author of Welcome to Waycool School (2010) and Waycool School Takes the Bus (2011) children’s book series. In addition to writing, Michael has over twenty years professional experience working for Fortune 500 companies in sales, leadership and organizational development across the payroll/human resources, pharmaceutical, and med-tech industries. Michael finds his flow state today from helping organizations transform their culture with a focus on the growth and development of human beings.

Katie P. Desiderio counts her blessings starting with the people in her life, which guides her approach to work where her focus is on every organization's most important asset – you! Her personality and behavioral attributes emphasize collaboration and all things that keep human beings in focus, which fuels her intrapreneurial spirit.

As the mama of two extraordinary girls, she is committed to the development of rising leaders, namely in the spirit of leading from any seat. Along with her work as a tenured faculty member at Moravian University, Desiderio is Principal Partner in Learning of Proximal Development, LLC, an authorized DiSC partner, specializing in leadership development and the advancement of performance through learning.

Upon completion of her doctorate in Organizational Learning and Leadership, Katie has been co-authoring scholar-practitioner journal articles, conference proceedings, and now this book with her learning partner and friend. Join them on this journey to inspire how you will pollinate the world!

Links:

Book 📕: The Beekeeper: Pollinating Your Organization for Transformative Growth

https://a.co/d/56CgEGY

Website: www.leadershipfables.com

Linktree: https://linktr.ee/leadershipfables?utm_source=linktree_profile_share<sid=c2252cd7-73fe-4a74-adcc-605cc26f77a5

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TRP 229: Getting Results from Training with Bob Silvy

Thu, 16 Jan 2025 09:30:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love welcomes Bob Silvy, a consultant and trainer specializing in professional services organizations, to discuss Getting Results from Training. Bob emphasizes the importance of designing training programs that focus on measurable results, long-term commitment, and consistent coaching to ensure effectiveness. He shares insights on engaging leadership, tailoring training to organizational goals, and tracking key performance indicators to evaluate success.

Key topics include the importance of leadership buy-in, avoiding "one-and-done" training sessions, and combining training with personalized coaching for maximum impact. Bob also provides actionable strategies for selecting the right trainers, aligning training initiatives with growth objectives, and fostering a culture of continuous improvement. This episode is a must-listen for leaders looking to enhance team performance and achieve sustainable growth.

Visit: https://therainmakingpodcast.com/

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Bio:

As a Senior Vice President at American City Business Journals, I worked exclusively with B2B clients across the nation for more than 30 years, having sold directly to decision-makers and managed sales teams.

I’ve been recognized for creating and teaching results-oriented sales training programs for teams and individuals. I help professionals understand how to change sales behavior to produce greater success.

I understand the importance of sales and marketing efforts that are coordinated and focused on measurable results.

I get tremendous satisfaction from creating a high-performance sales environment that consistently exceeds revenue expectations.

Throughout my 15+ years as an active member and sponsor of the Association for Accounting Marketing and Legal Marketing Association, I’ve gained insights from senior marketing, business development and growth leaders.

As Managing Director at Level Four Consulting, based in Kansas City, MO, and serving clients nationwide, I provide sales coaching and training designed to increase business development results for growth-focused accounting and law firms.

Links:

https://www.level4consulting.com/

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

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TRP 228: Content is King - A Thought Leader’s Playbook with Stephanie Grober

Thu, 09 Jan 2025 09:30:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love sits down with Stephanie Grober, Marketing and Public Relations Director at Horowitz Agency, to discuss the power of content marketing and thought leadership. Stephanie shares actionable insights on how professionals can build their visibility, establish themselves as industry experts, and generate measurable growth. Whether it's writing articles, securing speaking engagements, or leveraging awards and media opportunities, Stephanie provides a practical playbook for becoming a trusted voice in your field.

Key topics include identifying areas of expertise, developing consistent content strategies, and repurposing content across platforms for maximum impact. Stephanie also highlights the importance of staying top-of-mind with clients and prospects through regular, high-value content. This episode is a must-listen for attorneys and professionals seeking to build credibility and grow their client base through strategic thought leadership.

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Bio:

Stephanie Grober is the Marketing & Public Relations Director at Horowitz Agency, an integrated marketing and public relations agency with offices in Los Angeles, New York City, and Vancouver (B.C.). Her team works with law firm clients ranging from BigLaw to boutiques, designing and executing content and communications strategies that generate bottom-line growth in measurable ways. Leveraging deep relationships with the press, she delivers high-quality earned media placements for clients and utilizes her extensive marketing background to amplify these results through a multi-channel approach. Stephanie joined Horowitz Agency in 2021 after serving as Marketing and Communications Manager for a Top 50 accounting firm in New York City.

Links:

Website link: www.HorowitzAgency.com

LinkedIn: https://www.linkedin.com/in/stephaniegrober/

Keywords:

Thought leadership, content marketing, legal marketing, professional visibility, client growth, Stephanie Grober, Scott Love, The Rainmaking Podcast, PR strategies, marketing for attorneys.

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TRP 227: Seven Strategy Questions with Scott Love

Thu, 19 Dec 2024 09:30:00 -0000

Scott Love is the founder of The Attorney Search Group, a legal recruiting firm. His practice focuses on partner transitions and law firm mergers, with specialized expertise in recruiting for global law firms in the areas of corporate, finance, private equity, and related practices.

This business experience brings credibility and legitimacy to his speaking presentations at business, association, and legal conferences on the topics of rainmaking and client development. Scott's easy going presence from the stage, his clean humor, and storytelling style make him a popular speaker at conventions, conferences, and executive retreats.

Scott is the author of Why They Follow: How to Lead with Positive Influence, the co-author of Rainmaker Confidential, and has been quoted in The Wall Street Journal, Forbes, Bloomberg, The American Lawyer, Above the Law, The Huffington Post, Selling Power Magazine, Business Insider, and many more.

Scott produces the popular show "The Rainmaking Podcast" which is a top 2 percent podcast.

Scott is a graduate of the United States Naval Academy in Annapolis, Maryland, and is a former Surface Warfare Officer.

Seven Strategy Questions with Scott Love

1. What were the impediments that kept you from reaching your goals?

2. What were your three greatest achievements?

3. What was the single greatest missed opportunity?

4. How can you learn from this?

5. What trends did you observe that can help you next year?

6. How can you create synergy and leverage in your area of expertise?

7. Who are the people who can benefit by knowing you? Look for synergistic strategic alliances.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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TRP 226: Consistent Habits for High Performing Rainmakers with Kyle Smith

Thu, 12 Dec 2024 09:30:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Kyle Smith, an expert in leadership and business growth, about how professionals can develop a winning mindset and take control of their career trajectory. Kyle explains that success in business development isn’t just about skill—it’s about mindset, discipline, and intentional action. He emphasizes that the best rainmakers cultivate a growth-oriented attitude, take ownership of their goals, and implement daily habits that lead to long-term success.

Key topics include the power of self-discipline in business development, how to overcome self-doubt and limiting beliefs, and why successful professionals focus on long-term strategy rather than short-term wins. Kyle shares actionable strategies for building confidence, structuring time effectively, and using mental resilience to push through setbacks. He also discusses how leaders can inspire teams to adopt a results-driven mindset, create accountability systems, and leverage high-performance habits for sustainable business growth. This episode provides practical insights for professionals looking to improve their mindset, boost motivation, and achieve consistent success in business development.

Visit: https://therainmakingpodcast.com/

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Kyle Smith, CPA, a finance graduate from UT McCombs School of Business, is deeply committed to helping small and medium-sized businesses thrive. He began his career in Austin, gaining experience as an accountant and Controller for various bar and restaurant groups. His passion for guiding SMBs led him to earn his CPA and specialize in cost management accounting as Director of Finance at Celis Brewery. Kyle’s journey continued at Scalefactor, a software development company, where he advised clients across various industries. His ultimate aspiration was realized when he became a co-partner at Strata Cloud Accountants. Kyle specializes in working with business owners to align personal and company goals and help teach businesses the financial acumen needed to hold themselves accountable to those goals. All with the mission to help businesses and business owners be more profitable.

Links:

https://www.linkedin.com/in/kyle-smith-cpa-9582038a/

stratacloudaccountants.com/

kyle@stratacloudaccountants.com

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TRP 225: Curating Your Career with Dena Lefkowitz

Thu, 05 Dec 2024 09:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dena Lefkowitz, executive coach and author of Winning in Your Own Court, about how professionals can develop confidence and overcome self-doubt in business development. Dena explains that many high-achieving professionals struggle with imposter syndrome and hesitation when it comes to networking, pitching, and asking for business. She emphasizes that confidence is a skill that can be developed through mindset shifts, intentional practice, and strategic action.

Key topics include how to reframe self-doubt as a sign of growth, the importance of preparing and practicing business development conversations, and how to turn fear of rejection into motivation. Dena shares practical strategies for professionals who feel uncomfortable with selling, including how to make networking feel natural, how to build confidence through small wins, and how to create a personal brand that attracts business. She also discusses the power of storytelling in business development, explaining how professionals can use their personal experiences to connect with clients and referral sources. This episode provides valuable insights for professionals looking to develop confidence, embrace business development, and take control of their career success.

Visit: https://therainmakingpodcast.com/

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Dena Lefkowitz, Esq., PCC is the founder of Achievement by Design, LLC, a leading executive coaching firm focused on helping lawyers find career direction and partnering with law firms and law departments to help attorneys become great rainmakers and leaders. Dena is the award-winning author of Winning in Your Own Court: 10 Laws for a Successful Career Without Burning Out or Selling Out (American Bar Association 2021). Prior to coaching, Dena practiced law for over 20 years and was General Counsel to the Office of Open Records in Harrisburg, PA, and to the Chester Upland School District.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://achievementbydesign.com/

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

Order Dena’s book, Winning In Your Own Court

https://www.amazon.com/Winning-Your-Court-Dena-Lefkowitz/dp/1639051309

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TRP 224: Lessons Learned for Winning Business with Mike Mellor

Thu, 21 Nov 2024 09:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mike Mellor, business consultant and sales strategist, about how professionals can build authentic connections to drive long-term business success. Mike explains that building genuine relationships, rather than focusing on transactional sales, is the key to sustainable client development. He emphasizes that trust, empathy, and strategic follow-up are essential for keeping prospects engaged and converting them into long-term clients.

Key topics include how to structure a business development process that prioritizes relationships over quick sales, the importance of active listening to understand client pain points, and why personalization in outreach is critical for standing out. Mike shares strategies for leveraging CRM tools to track meaningful client interactions, maintaining consistency in follow-ups without being intrusive, and using storytelling to create deeper connections. He also discusses the psychology of decision-making in business development, explaining how professionals can subtly influence buying behavior by focusing on emotional engagement rather than just logical arguments. This episode provides practical strategies for professionals looking to elevate their rainmaking efforts, strengthen client relationships, and build a business development system rooted in authenticity and trust.

Visit: https://therainmakingpodcast.com/

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I'm a rare consultant who thinks like an in-house CMO, not only ideating and developing processes and systems, but also implementing them within your cultural guardrails. Whether you prefer a "to-do" list as a project deliverable or want someone to build, design, and implement the entire solution for your business, I treat your valuable money and resources as though they were my own.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

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

https://742advisors.com/

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TRP 223: Influence Elevated with Stacey Hanke

Thu, 14 Nov 2024 09:20:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Stacey Hanke, author of Influence Redefined, about how professionals can develop lasting influence and credibility in their client interactions. Stacey explains that influence isn’t about a one-time impression—it’s about consistency, trust, and intentional communication. She emphasizes that many professionals believe they are more influential than they actually are, which leads to gaps between how they perceive themselves and how they are truly perceived by clients and colleagues.

Key topics include the difference between influence and persuasion, why consistency in communication is critical, and how to eliminate credibility killers such as weak body language, lack of preparation, and ineffective listening. Stacey shares practical techniques for becoming a more engaging and persuasive communicator, including how to adjust tone and messaging for different audiences and how to gain immediate feedback on communication effectiveness. She also discusses the power of presence, the role of nonverbal cues in trust-building, and how professionals can improve influence by focusing on clarity, brevity, and confidence. This episode provides actionable steps for professionals looking to enhance their influence, build stronger relationships, and improve client engagement through intentional communication.

Visit: https://therainmakingpodcast.com/

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Stacey Hanke is a leading expert in communication and influence. For over 20 years, she has empowered Fortune 500 leaders and teams to elevate their communication skills to build the trust and credibility needed to influence action. In addition to being a Hall of Fame speaker, executive coach, and business leader, Stacey is the author of three books. Her latest book, Influence Elevated, provides leaders with skills to manage employees and increase accountability in a hybrid work environment. Stacey is here to share insights on improving our ability to influence and inspire, Monday to Monday®.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Website: www.staceyhanke.com

Ordering Link: https://amzn.to/4drMy0A

Social Media Links and Handles:

LinkedIn: staceyhanke

Facebook: @staceyhankeinc

Instagram: @staceyhankeinc

YouTube: StaceyHanke

X: @staceyhankeinc

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TRP 222: High-Level Relationships with Joff Sharpe

Thu, 07 Nov 2024 09:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Joff Sharpe, entrepreneur, investor, and author, about how professionals can develop a resilient mindset and strategic thinking to thrive in business development. Joff, who has experience in military leadership, corporate boardrooms, and entrepreneurial ventures, explains that success in rainmaking is about adaptability, calculated risk-taking, and long-term thinking. He emphasizes that professionals who embrace mental toughness and strategic decision-making can navigate challenges more effectively and create lasting business relationships.

Key topics include how to develop a resilient mindset, the importance of embracing failure as part of growth, and how strategic risk-taking can accelerate business success. Joff shares insights from his diverse career, explaining how lessons from military discipline and corporate leadership apply to business development. He discusses how professionals can strengthen their negotiation skills, build influence, and make bold career moves with confidence. Additionally, he provides practical strategies for handling rejection, managing setbacks, and staying focused on long-term goals despite short-term obstacles. This episode offers a powerful framework for professionals looking to cultivate resilience, think strategically, and excel in rainmaking.

Visit: https://therainmakingpodcast.com/

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This book, by an ex-SAS soldier, explains how the qualities nurtured in the Special Forces can be effectively deployed in business. Who Dares Wins in Business is much more than a military analogy in the tradition of leadership secrets of Genghis Khan, Sun Tzu and the rest. This is a book by a person who served as a captain in the regular SAS before pursuing a business career that has spanned multiple sectors and markets over two decades. Using concrete research and a refreshing absence of theory and hyperbole, Joff Sharpe's approach is illustrated with stories and case studies from the SAS and a wide range of businesses. Amusing, informative, and occasionally shocking, this is a book for executives or leaders willing to take a more courageous approach, and for anyone interested in applying tried-and-tested military approaches to secure success in their own life. Praise for Who Dares Wins in Business : 'In an era when the hard-won lessons of military operations are seldom transferred first-hand to the commercial battle-ground, Sharpe offers a unique and grounded military "phronesis" examining the virtues of courage and resilience. A must read' - Dr Bryan Watters OBE, Professor of Leadership, Cranfield University 'A good read. Sharpe has certainly done his homework, and generated lots of interesting, relevant facts and stories from both military and corresponding business situations' - Ben Legg, CEO, AdKnowledge Joff Sharpe is a former member of the SAS who has also run an internet company for Rupert Murdoch, been Piers Morgan's HR director, run operations for a billion-pound investment trust and lived among the Iban people of Borneo. He has also helped many international companies to improve their performance. Joff Sharpe lives in London.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

www.theplacementclub.com

Links:

https://www.andrewlownie.co.uk/authors/joff-sharpe

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

Order Who Dares Wins in Business here:

https://www.amazon.com/Who-Dares-Wins-Business-principles/dp/1839014474/

www.ulin.group

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TRP 221: How to Establish Credibility with a Book with Melanie Herschorn

Thu, 31 Oct 2024 08:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Melody Herschorn, book coach and author of Make a Big Impact with Your Book, about how professionals can establish authority, credibility, and trust by writing a book. Melody explains that a well-crafted book serves as a powerful tool for personal branding and business development, providing potential clients with tangible proof of expertise. She emphasizes that while many professionals consider writing a book, most never take action due to uncertainty about where to start. By following a structured approach, professionals can create a book that enhances their credibility and attracts new business opportunities.

Key topics include how to choose the right book topic, structuring content around common client questions, and using storytelling, client transformations, and data to make a book engaging and persuasive. Melody shares the three key publishing paths—traditional, hybrid, and independent—and explains why independent publishing often provides the greatest creative control and financial benefit. She also outlines effective book marketing strategies, including leveraging LinkedIn, podcast guest appearances, and speaking engagements to maintain visibility long after the book launch. Additionally, Melody highlights common pitfalls in book writing, such as failing to plan for long-term marketing, neglecting professional editing, and burnout from an overly intense launch strategy. This episode provides a step-by-step roadmap for professionals looking to use book authorship as a business development tool.

Visit: https://therainmakingpodcast.com/

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Known for helping attorneys become bestselling authors and get positioned as experts in their practice area, Melanie Herschorn wants to help you step into your spotlight as an authority. As a publisher and book marketing strategist, she’s on a mission to empower new authors to make an impact and grow their income with their signature book.

With her comprehensive background of over 20 years as a celebrity publicist, award-winning journalist in radio, print, and TV, as well as a clothing designer and entrepreneur, Melanie is uniquely positioned to support authors to step into thought leadership and make a big impact with their book.

She earned a master's degree in journalism from the University of Southern California where she graduated first in her class. Melanie grew up in Canada has lived on both US coasts and now resides in Arizona with her husband, daughter and son, her dog Marty and her cat Phoebe.

Her award-winning book, Make a Big Impact with Your Book, is available now.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Website:

https://yourbigimpactbook.com/

LinkedIn:

https://www.linkedin.com/in/melanie-herschorn/

Facebook:

https://www.facebook.com/melherschorn

https://www.facebook.com/bigimpactbooks

Instagram:

https://www.instagram.com/bigimpactbooks

Book:

https://a.co/d/hdlMdSv

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TRP 220: The Six Pillars to Becoming a Happy Rainmaker with Jen Gillman

Thu, 24 Oct 2024 09:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jen Gilman, legal recruiter and advocate for lawyer well-being, about the six pillars to becoming a happy rainmaker. Jen shares insights from her extensive experience working with attorneys and law firms, emphasizing that success in rainmaking doesn’t always equate to happiness. She explains that many high-achieving lawyers feel trapped in their careers, despite their financial success, because they lack control over their time, well-being, and long-term vision. By focusing on intentional planning, self-care, and business development, lawyers can create a fulfilling and sustainable career.

Key topics include the six pillars to becoming a happy rainmaker: 1) Care for yourself, treating oneself like an elite athlete to maintain mental and physical health; 2) Build business, emphasizing the importance of client relationships for autonomy; 3) Plan intentionally, structuring time for both business development and personal well-being; 4) Set boundaries, ensuring work-life balance to prevent burnout; 5) Learn continuously, fostering a growth mindset; and 6) Build a legacy, creating a long-term impact beyond billable hours. Jen also shares practical strategies for planning ahead, developing a business plan to ensure professional growth, and delegating tasks to free up time for more meaningful activities. This episode provides a structured approach for lawyers and professionals looking to enhance their careers, reduce stress, and achieve greater fulfillment in their work.

Visit: https://therainmakingpodcast.com/

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Jennifer Gillman is President of Gillman Strategic Group, a legal recruiting company focused solely on law firm partner placement. Her goal is to help dissatisfied law firm partners and solo practitioners find the perfect fit at another firm, which can make a dramatic difference in their career and personal satisfaction. Her superpower is being able to tell in 15 minutes whether a law firm partner would be happier changing firms or if their current firm is the best fit.

A recovering lawyer herself, Jen knows how busy law firm partners are, and how Jen received her J.D. from New York University School of Law and her undergraduate degree from Brandeis University, magna cum laude. After practicing law for 12 years, she realized that legal recruiting combined her two passions of law and matchmaking. She worked with a full-service New Jersey legal recruiting firm for 10 years, before following her dream and launching Gillman Strategic Group in 2018.

Outside of work she enjoys spending time with her lawyer husband and two children.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://happyrainmakers.com/

https://gillmanstrategicgroup.com/

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TRP 219: Overcoming Pitfalls that Get in the Way of a Building a Book with Steve Fretzin

Thu, 17 Oct 2024 09:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Steve Fretzin, business development coach and author, about how lawyers and professionals can overcome common pitfalls that prevent them from building a strong book of business. Steve explains that business development is often treated as a secondary responsibility, leading many professionals to neglect the habits and strategies necessary for long-term growth. He emphasizes that successful rainmakers don’t just "fit in" business development—they structure their schedules and priorities to make it a non-negotiable part of their routine.

Key topics include the biggest challenges professionals face in business development, such as poor time management, lack of accountability, and resistance to delegating non-essential tasks. Steve shares practical strategies for tracking time, identifying low-value activities that should be eliminated or outsourced, and structuring a written business development plan with clear goals and action steps. He also discusses how professionals can shift from reactive to proactive business development, using networking, referrals, and thought leadership to create consistent opportunities. Additionally, Steve highlights the importance of having a coach or mentor to hold professionals accountable and refine their strategies. This episode provides actionable steps for professionals looking to take control of their business development efforts and create a predictable, sustainable stream of new clients.

Visit: https://therainmakingpodcast.com/

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Acting as a kind of “business development therapist,” Steve Fretzin coaches and trains lawyers the most modern-day business development skills, providing precise tips, fresh ideas and actionable tasks that drive tangible results.

The host of the BE THAT LAWYER podcast, Steve has been featured in the Chicago Tribune, Crain’s and Entrepreneur.com and has appeared on NBC News and WGN Radio. He has written three books on legal business development, is a regular contributor to the Chicago Daily Law Bulletin and has published articles in Attorney at Law magazine, the National Law Review, the American Bar Association and the Illinois State Bar Association.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.fretzin.com/

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

https://www.fretzin.com/lawyer-coaching-and-training/

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TRP 218: Accelerating Collaborative Growth with Clinton Gary

Thu, 10 Oct 2024 09:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Clinton Gary, founder of Credo Consulting, about how professional services firms can accelerate collaborative growth to maximize firm-wide success. Clinton explains that most law firms and consulting firms struggle to leverage their collective capabilities effectively, often operating in silos rather than as cohesive teams. He emphasizes that true collaboration isn’t accidental—it must be intentionally orchestrated by firm leadership through strategy, culture, and structure. By fostering an environment where professionals actively seek out and leverage firm-wide resources, organizations can create multiplicative value for clients, professionals, and the firm itself.

Key topics include the difference between collegiality and collaboration, why a firm’s culture must prioritize proactive teamwork over passive cooperation, and how leaders can structure incentives, processes, and technology to encourage collaboration. Clinton shares strategies for breaking down silos, improving internal knowledge-sharing, and creating a structured business development system that engages professionals at every level. He also discusses the role of leadership in orchestrating collaboration, how to implement practice group effectiveness initiatives, and why law firms that embrace collaboration are more successful in retaining talent and growing client relationships. This episode provides a practical roadmap for firm leaders looking to unlock the full potential of their teams through a structured, strategic approach to collaboration.

Visit: https://therainmakingpodcast.com/

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Clinton Gary, Founder of CREDO Consulting, guides law firms and coaches' lawyers to achieve Collaborative Growth by growing strategically and collaborating effectively. With over 25 years of experience in strategy and business development at leading Am Law firms and global organizations, he is a recognized industry leader. Clinton’s expertise and award-winning approach drive sustainable success. Visit www.credocg.com

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

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

https://credocg.com/

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TRP 217: How to Improve Lawyer Engagement in Business Development with Lynn Tellefsen Stehle

Thu, 03 Oct 2024 09:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Lynn Tellefsen Stehle, a law firm marketing and business development expert, about how to improve lawyer engagement in business development. Lynn shares insights from her extensive experience in legal marketing, emphasizing that successful business development requires a shift in mindset, structured systems, and leveraging individual strengths. She explains that many attorneys struggle with business development because it’s not a skill taught in law school, and some feel uncomfortable with the idea of self-promotion. However, by focusing on relationship-building and providing value, lawyers can engage in business development in an authentic and effective way.

Key topics include how law firms can structure their teams for business development success, the importance of assigning roles based on individual strengths, and how firms can support lawyers through training, coaching, and technology. Lynn discusses how law firm leaders can create a culture of collaboration, ensuring that attorneys feel supported rather than pressured in their business development efforts. She also explores how firms can use modern CRM and data-driven marketing strategies to track and enhance business development outcomes. Additionally, she shares insights on how firms can use business development as a recruiting tool to attract lateral partners, emphasizing that rainmakers are drawn to firms with strong business development infrastructure. This episode provides practical strategies for law firms looking to increase engagement, improve business development results, and create a sustainable growth strategy.

Visit: https://therainmakingpodcast.com/

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“My journey began in legal technology, where I spent 15 years developing and marketing IP software systems and services. Later, as the head of marketing and business development for three AmLaw 100 firms, I helped lead growth initiatives that resulted in profitable expansion, leveraging technology to enhance productivity, and strengthening of key client relationships.

“Throughout my career, I've excelled at developing highly responsive and effective marketing and business development operations and initiatives, coaching lawyers in business development, tailoring strategies to their individual strengths and firm cultures. I've consistently implemented successful initiatives that have profitably expanded and strengthened the business. My "superpower" is the ability to effectively coach and engage lawyers by meeting them where they are at to help them chart their unique pathway to growth.

“Today, as the head of Client Collaboration at Nexl, I help law firms find better ways to grow. By leveraging Nexl’s platform, I help our clients to adapt modern tech to expand lawyer engagement, participation in business development, and marketing activities that lead to stronger client relationships and profitable new business.

“I'm passionate about bridging the gap between legal services and technology, helping firms overcome change management challenges and embrace modern tech for growth. If you're interested in discussing legal marketing trends, innovative business development strategies, interested in how modern technology can transform law firm operations, let's connect!”

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

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

lynn.tellefsen@nexl.cloud

https://go.nexl.cloud/rainmakerconfidential

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TRP 216: How to Recruit Rainmakers with Chuck Curtis

Thu, 26 Sep 2024 15:14:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Chuck Curtis, former Senior Director of Attorney Recruiting at Pillsbury and now a management consultant, about how to recruit and retain top-tier rainmakers. Chuck shares insights from his decades-long experience in law firm recruiting, explaining that rainmakers are not just top billers—they are business advisors who deeply understand their clients' needs and build high-performing teams. He emphasizes that attracting and keeping these elite professionals requires strategic alignment, leadership involvement, and a firm culture that supports their growth.

Key topics include why successful rainmakers move firms, the factors that motivate them—such as better platform support, increased growth opportunities, and stronger team incentives—and how firms can position themselves as the ideal destination for these high-impact partners. Chuck discusses how law firm leaders can play a direct role in recruiting rainmakers, why compensation alone is not enough, and how to structure offers that appeal to both the individual and their team. He also shares best practices for integrating lateral partners successfully, ensuring they feel supported and aligned with firm leadership from day one. This episode provides valuable strategies for firms looking to attract and retain top-tier legal rainmakers while avoiding the common pitfalls that cause them to look elsewhere.

Visit: https://therainmakingpodcast.com/

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Chuck Curtis offers consulting and coaching services to law firms:

* Developing and executing effective partner hiring strategies and initiatives

* Aligning firm leadership, practice section leaders, and partner recruiting leaders and teams in most effectively identifying winning partner hiring strategies, including firm branding, and implementing them in the marketplace

* Assessing and improving partner hiring teams

* Creating a positive firm culture around hiring and retaining lateral partners

* Developing a written framework for new partner integration, beginning during the interview process

* Providing one-on-one integration coaching to new partners to optimize their successful integration, including onboarding their existing clients and maximizing their exposure to current firm clients and attorneys

* Providing one-on-one coaching to law firm Chiefs, Directors and Managers regarding how to excel in their roles and provide maximum value to their firms while maintaining personal balance

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.linkedin.com/in/charles-curtis-7461a39/

clc@clcurtis31consulting.com

https://clcurtis31consulting.com/

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TRP 215: Creating an X-Factor to 10X your competition with David Greer

Thu, 19 Sep 2024 09:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with David Greer, entrepreneur, coach, and author of Wind in Your Sails, about how professionals can 10X their business development efforts by identifying and leveraging industry secrets. David explains that standing out in a competitive market requires more than just being slightly better than the competition—it requires a transformational approach that makes switching to your services a no-brainer for clients. He emphasizes that professionals must examine their entire business development process, from first client interaction to service delivery, to uncover hidden opportunities for differentiation and value creation.

Key topics include how to identify and expose industry secrets—the inefficiencies or weaknesses competitors don’t want clients to see—and how to build a strategy that makes your offering significantly better than alternatives. David shares real-world examples of companies that achieved a 10X competitive advantage, from improving responsiveness and service delivery to leveraging technology for instant results. He also discusses how professionals can break free from industry norms, develop unique client experiences, and implement small strategic changes that lead to exponential business growth. This episode provides practical strategies for professionals looking to rethink their approach, create standout client experiences, and maximize their impact in the market.

Visit: https://therainmakingpodcast.com/

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While still in university getting his degree in computer science, David joined Robelle Solutions Technology as the first employee after the founders. After joining Robelle, he got permission from his 4th year professors to take a week off so he could fly to an international conference to give his first ever technical presentation.

During David’s tenure as co-owner and President of Robelle, he traveled the world giving a new presentation every year, building Robelle into the world’s leading provider of HP 3000 solutions. He is a co-author of The IMAGE/3000 Handbook, the reference work for the HP 3000 IMAGE database management system.

After leaving Robelle, David has been an angel investor, director, and senior executive to numerous companies always working 1-on-1 with entrepreneurs to grow their business. In 2015, he became an entrepreneurial coach and launched his book Wind In Your Sails: Vital Strategies to Accelerate Your Entrepreneurial Growth. Spend one hour reading Wind In Your Sails, attend a one hour talk with him, or get one hour of 1-to-1 coaching and you will have 3 concrete action items that will shift and accelerate your business within 90 days.

In his spare time, David enjoys the beauty, water, and mountains of the Vancouver area, while taking occasional adventure breaks with his wife, Karalee. David and Karalee are committed to their three children, spending time supporting them in the many and varied activities they are involved with, including skiing together as a family in Whistler.

When not writing books, coaching, or speaking, you might find David hiking, skiing, or sailing across oceans.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://coachdjgreer.com/

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

Buy David’s book here:

Wind In Your Sails: Vital Strategies That Accelerate Your Entrepreneurial Growth

https://www.amazon.com/WIND-YOUR-SAILS-Strategies-Entrepreneurial-ebook/dp/B00TRPZW3O/

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TRP 214: Selling in a Post-Trust World with Larry Levine

Thu, 12 Sep 2024 15:50:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Larry Levine, author of Selling in a Post-Trust World, about how professionals can build authentic relationships and establish trust in an increasingly skeptical marketplace. Larry explains that trust is the currency of sales and business development, yet many professionals struggle to earn it due to broken promises, inconsistent follow-through, and transactional approaches. He introduces a structured formula for building trust, emphasizing that successful rainmakers prioritize authenticity, meaningful value, and disciplined habits to create long-term client relationships.

Key topics include the four pillars of the trust formula: Authentic Relationships (AR), Meaningful Value (MV), Inspirational Experiences (IE), and Disciplined Habits (DH). Larry discusses how professionals can build deeper relationships by understanding client goals, adding unique business insights, and showing consistency over time. He also shares how creating inspirational client experiences—not just delivering services—helps differentiate professionals in competitive industries. Additionally, Larry provides powerful questions professionals can ask clients to uncover deeper needs and build long-term loyalty. This episode delivers practical, high-impact strategies for professionals looking to improve trust, deepen client engagement, and elevate their rainmaking approach.

Visit: https://therainmakingpodcast.com/

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Larry Levine is an author, podcast host, and speaker for organizations who wish to grow their sales revenue. You can listen to his podcast https://www.sellingfromtheheartpodcast.com/ and connect with him on LinkedIn here: https://www.linkedin.com/in/larrylevine1992/

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://sellinginaposttrustworld.com/

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TRP 213: The Anatomy of a Rainmaking Organization with Jacob Parks

Thu, 05 Sep 2024 09:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jacob Parks, business strategist and author of Never Say Sell, about the anatomy of a rainmaking organization and how firms can build a culture of business development excellence. Jacob explains that while many professional service firms rely on a few standout rainmakers, the most successful organizations embed business development into their structure, incentives, and culture. He emphasizes that firms should shift from focusing on individual sales stars to creating a scalable system where every partner and leader contributes to growth.

Key topics include the biggest institutional barriers to rainmaking success, such as misaligned incentives, lack of cross-selling between partners, and underutilized technology tools like CRM systems. Jacob shares strategies for breaking down silos within firms, improving collaboration between practice areas, and leveraging AI and automation to streamline business development. He also discusses the importance of training new partners in sales and networking skills, how to use rainmaker panels to transfer knowledge, and why measuring and incentivizing business development contributions can drive firm-wide success. This episode provides practical insights for firm leaders looking to improve collaboration, increase revenue, and create a sustainable rainmaking culture.

Visit: https://therainmakingpodcast.com/

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President of Strategy for PIE, Jacob Parks is the author of Never Say Sell, a guide to how professional firms expand their business with key clients. His expertise includes partner remuneration and incentive plans, account planning, trigger of engagement, and how to expand a brand to include new service offerings, new industries, or new geographies. He has led client teams for McKinsey, Accenture, and KPMG among others. He leads The PIE Professional Services CMO and CGO network and is a graduate of Gonzaga’s MBA program, having previously taught undergraduate business students.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.linkedin.com/in/jacob-parks/

https://www.profitableideas.com/about/meet-our-team/jacob-parks/

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TRP 212: Give to Grow with Mo Bunnell

Sun, 01 Sep 2024 22:54:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mo Bunnell, author of Give to Grow, about how investing in relationships is the key to long-term business success. Mo explains that successful rainmakers don’t just focus on closing deals—they prioritize helping others, building trust, and creating genuine connections. He shares insights from his research on high-performing business developers, emphasizing that the top rainmakers are not just a little better—they are often 10 times more successful than the average professional because they consistently take action and focus on adding value to others.

Key topics include the five biggest mental barriers that hold professionals back—such as fear of rejection, perfectionism, and feeling too busy—and how to overcome them by shifting mindset and taking consistent action. Mo introduces the “It’s always your move” principle, which encourages professionals to proactively add value and maintain client relationships rather than waiting for opportunities to come to them. He also shares the four gifts of relationship-building: attention, understanding, wisdom, and clarity, explaining how professionals can apply these principles in business development to strengthen trust and increase referrals. This episode provides a practical roadmap for professionals looking to enhance their networking, business development, and client engagement strategies.

Visit: https://therainmakingpodcast.com/

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Mo Bunnell helps complex organizations grow by scaling business development skills across their organizations and creating a growth-oriented culture. He is the author of Give to Grow, The Snowball System, the host of the podcast Real Relationships Real Revenue, and the founder of Bunnell Idea Group (BIG), who has trained tens of thousands of professionals. BIG’s clients have used Mo and his team’s GrowBIG® training to give their experts a system for growth that creates deep relationships, gives a comprehensive business development framework, and dare we say, is fun to use. Mo started his career as an expert himself, passing all the actuarial exams to earn their highest designation: Fellow of the Society of Actuaries. Today, Mo enjoys working with hundreds of clients including some of the largest, most prestigious service-based organizations. Mo and his wife of over 30 years, Becky, enjoy spending time with their friends and two adult daughters. Outside of work he enjoys working out, backpacking, and playing ultimate frisbee at the national and world levels. Becky and Mo live in Atlanta Georgia with their four horses, two cats, dog, bird and miniature donkey, Louie Hamilton.

Mo Bunnell offered seats to his seminar to the first five who request them. You can email Scott Love about this and he will forward your request to Mo Bunnell's team. scott@attorneysearchgroup.com

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

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

https://bunnellideagroup.com

https://bunnellideagroup.com/givetogrow/

www.givetogrow.info

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TRP 211: Well Being for Rainmakers with Kathy Richardson

Thu, 22 Aug 2024 17:22:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Kathy Richardson, legal recruiter and well-being advocate, about the importance of mental, emotional, and physical well-being for rainmakers. Kathy shares insights from her experience working with lawyers and professionals who face intense pressure to perform, explaining that success in business development is directly tied to personal well-being. She emphasizes that professionals often neglect their health—mentally, emotionally, physically, financially, and even spiritually—while chasing career success, leading to burnout, dissatisfaction, and decreased effectiveness.

Key topics include how well-being affects business performance, the dangers of "grind culture" and overwork, and the signs professionals should watch for that indicate their well-being is suffering—such as dreading Monday mornings or feeling constantly drained. Kathy shares practical self-care strategies, including daily meditation, mindful work environments, and maintaining strong social connections to create balance. She also discusses how professionals can align their career choices with their personal happiness and how firms can support inclusion, belonging, and well-being initiatives. Additionally, Kathy introduces her lawyer wellness retreats, which combine yoga, meditation, and career coaching to help professionals reset and refocus. This episode provides actionable steps for professionals looking to protect their well-being while excelling in business development.

Visit: https://therainmakingpodcast.com/

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Kathryn Holt Richardson is an award-winning legal recruiter and Founder of HR Legal Search, a national search firm based in Austin recognized by Texas Lawyer as a Texas Best Legal Recruiting Firm since 2011. Kathy specializes in placing law firm partners and groups. She also supports office openings and mergers. She has successfully placed hundreds of lawyers across the country including NYC, DC, LA, Chicago and the Bay area. She is also successfully retained by companies to find in-house talent at every level including General Counsel.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.linkedin.com/in/kathryn-holt-richardson-6111a62/

https://www.hrlegalsearch.com/about/kathryn-richardson/

https://www.hrlegalsearch.com/wp-content/uploads/2021/10/Fall2021-Featured-Article-Kathy-Richardson.pdf

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TRP 210: Scott Love On Time Management

Thu, 15 Aug 2024 09:30:00 -0000

In this solo episode of The Rainmaking Podcast, host Scott Love shares essential strategies for time management and vision-setting to help professionals maximize productivity and stay aligned with their long-term goals. Scott emphasizes that time cannot be managed—only our habits, focus, and decisions can be controlled. He explains that the key to high performance is clarity of purpose, building strong habits, and eliminating distractions that pull professionals away from their most important work. Through personal experiences and proven techniques, Scott provides a framework for taking ownership of one’s time and career trajectory.

Key topics include the importance of defining core values and professional vision, how to establish daily rituals that drive consistent performance, and the power of tracking time to identify and eliminate inefficiencies. Scott shares practical exercises, such as writing down a clear career vision, using daily habit tracking to optimize productivity, and asking the crucial question: “Is this bringing me closer to or further away from my goals?” He also discusses overcoming hesitation in business development, the psychological benefits of setting closing rituals to disconnect from work, and how small habit changes can create exponential improvements in personal and professional growth. This episode provides actionable steps for professionals looking to improve focus, enhance efficiency, and create a long-term success strategy.

Visit: https://therainmakingpodcast.com/

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Scott Love is a legal recruiter who recruits private equity attorneys for global law firms and facilitates law firm mergers. He also is an author and speaker on client development.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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TRP 209: Lifetime Value of a Client with Jim Packard

Thu, 08 Aug 2024 09:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jim Packard, client development expert and co-author of The Consistency Chain, about the lifetime value of a client and how professionals can nurture relationships for long-term success. Jim shares insights from decades of experience in business development, emphasizing that most professionals focus too much on acquiring new clients rather than strengthening existing relationships. He explains that consistent, meaningful contact with clients is key to retention and referrals, as failing to nurture relationships leads to lost business.

Key topics include why businesses should reverse the typical 80/20 rule—spending more time nurturing existing clients rather than chasing new ones, how every month without client contact results in a 10% loss of influence, and the importance of staying top-of-mind through thoughtful, consistent engagement. Jim shares practical strategies for client retention, such as sending personalized greeting cards, making check-in calls, and leveraging small, thoughtful gifts to maintain strong relationships. He also discusses common pitfalls professionals face, such as taking client loyalty for granted and failing to express appreciation. This episode provides actionable steps for professionals looking to maximize client lifetime value, strengthen their network, and increase referrals through consistent engagement.

Visit: https://therainmakingpodcast.com/

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Jim Packard is the poster child for a life of consistent action. Whether it was being the top-producing paper boy or turning a $500 investment into a $17 million-a-year business, he excelled every day, all day for years. Married for more than four decades, father of two highly successful sons, Jim's consistency extended to his personal life as well. Recognized for his work in the community, he was Jaycees' Man of the Year for both his city and his state.

After selling his business to a Fortune 500 company and taking "early retirement", Jim just increased his entrepreneurial interests. He shepherded inventions through development and appeared on QVC over 25 times. Through that venue alone, he sold over a million dollars of a single product. In the area of network marketing, he was a distributor of the year in two different companies, led thousands of distributors and customers, and was always a top 10 money earner.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.linkedin.com/in/jim-packard-b6435535/

ConsistencyChain.com

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TRP 208: Principle-centered Rainmaking with Chris Batz

Thu, 01 Aug 2024 14:57:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Chris Batz, legal recruiter and host of The Future is Bright podcast, about principle-centered rainmaking and the mindset shifts required to achieve lasting business development success. Chris shares insights from his career in legal recruiting, emphasizing that long-term success in rainmaking isn’t about quick wins—it’s about patience, self-awareness, and strategic relationship-building. He explains that rainmakers must focus on compounding their efforts over time, rather than expecting immediate results, and that true success comes from a mindset of continuous learning, resilience, and generosity.

Key topics include the power of patience in business development, how to measure success beyond financial goals, and the role of self-awareness in professional growth. Chris shares his philosophy on lifetime client value, emphasizing that professionals should focus on long-term relationships rather than short-term gains. He also discusses overcoming fear in business, explaining that stepping outside one’s comfort zone and embracing challenges leads to exponential growth. Additionally, he highlights the importance of personal development habits, such as exercise, sleep, and reflection, in sustaining high performance. This episode provides a powerful roadmap for professionals looking to cultivate the right mindset, stay the course, and build meaningful, long-lasting client relationships.

Visit: https://therainmakingpodcast.com/

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Chris Batz is a business development professional & entrepreneur in the executive search industry with a background in public accounting and a mind for big picture strategic thinking & marketing. He is a connector and catalyst for client’s goals.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://chrisbatz.com/podcast/

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

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TRP 207: Five Pitfalls to Avoid in Rainmaking with Scott Love

Thu, 25 Jul 2024 15:24:00 -0000

In this solo episode of The Rainmaking Podcast, host Scott Love shares the five biggest pitfalls that hold business developers back and how professionals can avoid them to achieve greater success. Drawing from his experience recruiting rainmakers and interviewing over 200 business development experts, Scott explains that the key to winning more business isn’t just about effort—it’s about having the right strategy, mindset, and consistency. He provides a roadmap for professionals looking to refine their approach, stand out in a competitive marketplace, and build stronger client relationships.

Key topics include the five most common pitfalls in business development: 1) Not effectively communicating their value proposition, where professionals fail to articulate what makes them distinct and valuable; 2) Not paying attention to industry trends, leading to missed opportunities for innovation; 3) Not taking consistent action on new business opportunities, which causes stagnation in client acquisition; 4) Not developing thought leadership, resulting in weaker credibility and fewer inbound leads; and 5) Not asking for referrals, leaving business growth to chance rather than strategy. Scott also discusses how professionals can build momentum in their client development efforts, create a more defined niche, and implement simple systems to attract high-value opportunities. This episode delivers practical, actionable strategies for professionals looking to refine their rainmaking approach and consistently bring in new business.

Visit: https://therainmakingpodcast.com/

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Scott Love is a legal recruiter who recruits private equity attorneys for global law firms and facilitates law firm mergers. He also is an author and speaker on client development.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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TRP 206: How Pursuing Profits Hurts Your Leadership and Influence with Michael Goss

Thu, 18 Jul 2024 09:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Michael Goss, business executive and leadership coach, about how prioritizing profits over purpose can hurt leadership and influence. Michael explains that while profits are essential for any business, they should never be the sole focus—instead, professionals should concentrate on service, relationships, and long-term value creation. He highlights that true influence in business comes from genuine leadership, integrity, and a commitment to helping others succeed, rather than simply closing deals or maximizing short-term gains.

Key topics include how shifting from a transactional to a relational approach builds lasting influence, the importance of developing trust and credibility in client interactions, and how leaders can inspire teams by aligning work with a deeper purpose. Michael shares insights on how leaders can reframe success by focusing on impact rather than just revenue, and how professionals can enhance their decision-making by being more attuned to client needs rather than solely chasing the sale. He also discusses the risks of short-term thinking in leadership, the role of authenticity in professional growth, and how influence is built through consistent value delivery, not just authority. This episode provides a powerful perspective on leadership, influence, and business growth that challenges conventional sales wisdom.

Visit: https://therainmakingpodcast.com/

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Michael Goss is a dynamic and accomplished businessman, a devoted father of four teenagers, and the husband of an incredible woman. With an impressive track record of building and selling multiple seven-figure businesses across diverse industries—including medical, nutritional, marketing, and manufacturing—Michael’s entrepreneurial journey is nothing short of remarkable. His ventures have not only thrived locally but have also had a global footprint, with offices in Europe, Africa, Asia, and the Americas. Collectively, his companies have generated over $300 million in sales.

Beyond his own business achievements, Michael is passionate about empowering others to create and scale their own successful enterprises. He specializes in guiding individuals to launch businesses that not only generate significant profits but also enhance their personal lives. Michael’s approach integrates strengthening marital intimacy, raising exceptional children, maintaining a vibrant and healthy lifestyle, and preserving personal identity throughout the entrepreneurial journey.

Michael's mentoring focuses on helping people discover their passion, determine their purpose, and tap into their inner power. He firmly believes that it's possible to achieve success in business without compromising on family, health, or personal fulfillment. Michael’s expertise and guidance provide a roadmap to having it all, and he is dedicated to showing others how to attain this fulfillment and prosperity in their own lives.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Site: infiniteCEO.com

YouTube: https://www.youtube.com/@Infinite_CEO

Instagram: https://www.instagram.com/infinite_ceo

LinkedIn: https://www.linkedin.com/in/infiniteceo/

Email: mgoss@infiniteceo.com

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TRP 205: How to Build Credibility with Jessica Yarbrough

Thu, 11 Jul 2024 09:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jessica Yarbrough, business strategist and growth expert, about how professionals can build credibility and scale their business. Jessica explains that credibility is the foundation of business success, and the most effective way to establish it is by teaching and sharing expertise. She emphasizes that professionals must position themselves as industry authorities by educating their audience through videos, articles, podcasts, and speaking engagements. Rather than simply promoting services, experts should focus on showing how their solutions work to build trust with potential clients.

Key topics include overcoming self-doubt when sharing expertise, how to effectively structure teaching content without overcomplicating it, and why social proof is a game-changer in business development. Jessica explains how to leverage testimonials, case studies, and success stories to establish authority and credibility. She also shares insights on identifying urgent pain points in a target audience, pricing services based on value, and avoiding the mistake of undercharging due to self-limiting beliefs. Additionally, she discusses the importance of mindset in scaling a business, including how confidence, strategic decision-making, and consistency play a role in long-term success. This episode provides actionable strategies for professionals looking to increase credibility, attract high-value clients, and grow their businesses efficiently.

Visit: https://therainmakingpodcast.com/

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7 Figure Consultant Case Study: How We Scaled a Management Consultant to 7 Figures in a Year https://expertaccelerator.mykajabi.com/cs-maureen-o

Ladder of Influence: The Secrets to influencing others to buy from you and scale your authority to grow a 7 figure + coaching or consulting business https://jessicayarbrough.com/influence

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Linkedin: https://www.linkedin.com/in/jessicayarbrough-bizconsultant/

YouTube: https://www.youtube.com/@jessicayarbrough

Website: https://jessicayarbrough.com/

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TRP 204: Rainmaking Stories with Gary Miller

Thu, 27 Jun 2024 09:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Gary Miller, owner of Miller Resource Group, about building long-term client relationships and establishing a powerful personal brand in executive search. With over 47 years of experience in the recruiting industry, Gary shares real-world insights on how to develop trust with clients, stay top-of-mind, and consistently generate new business. He emphasizes that success in business development isn’t about quick wins—it’s about showing up, building authentic connections, and delivering value over time.

Key topics include the importance of genuine care in client relationships, how industry involvement through conferences and associations strengthens credibility, and why rainmakers need to focus on being present where their clients are. Gary shares his strategic approach to networking at industry events, explaining how attending conferences—not just trade shows—positions professionals as trusted advisors. He also discusses leveraging LinkedIn for personal branding, the role of consistency and persistence in business development, and why a single phone call or introduction can change the course of a business. This episode provides actionable insights for professionals looking to build trust, gain more clients, and create a sustainable business development strategy.

Visit: https://therainmakingpodcast.com/

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Gary Miller has been in the recruiting industry for 47 years and is the CEO of Miller Resource Group, and executive search firm based in the Chicago area that focuses on manufacturing.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://millerresource.com/

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

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TRP 203: How to Market Your Professional Services Firm Online with Travis Hoechlin

Thu, 20 Jun 2024 15:17:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Travis Hoechlin, CEO of Rise Up Media, about how professional services firms can effectively market themselves online. Travis, an expert in digital marketing for law firms and other professional service providers, explains that a strong online presence is no longer optional—it’s essential for attracting and converting potential clients. He emphasizes that firms must optimize their digital footprint to remain competitive, ensuring they are visible and easily discoverable by prospects searching online.

Key topics include the importance of a well-optimized website, how Google reviews and online reputation management influence client decisions, and the three key areas of Google search that firms must dominate—local service ads, pay-per-click ads, and organic search rankings. Travis shares strategies for maximizing conversions, including how to structure a website for mobile users, the role of content marketing in search engine optimization (SEO), and how paid advertising can provide an immediate return while SEO builds long-term credibility. He also discusses common pitfalls firms face, such as failing to answer incoming calls and losing potential clients due to poor follow-up processes. This episode provides practical, actionable steps for professionals looking to strengthen their online presence, increase lead generation, and optimize their marketing investment.

Visit: https://therainmakingpodcast.com/

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Travis Hoechlin is the CEO of Rize Up Media, a marketing company that helps Law Firms generate new clients from the Internet, increase revenue & help grow their businesses.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Starting on June 25 at 1 PM Eastern time, Scott Love will lead a virtual six-session masterclass with a small group of professional service providers on the topic of rainmaking. Space is limited. Get your seat today at www.rainmakingseminar.com. Use discount code “podcast” for a $200 tuition discount.

Links:

https://www.rizeupmedia.com/

https://www.linkedin.com/company/rizeupmedia/

https://www.instagram.com/rizeupmedia/

https://twitter.com/rizeupmedia

https://www.facebook.com/rizeupmedia

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TRP 202: How to get Tech Clients in Professional Services with Sophia Matveeva

Thu, 13 Jun 2024 15:21:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Sophia Matveeva, CEO and founder of Tech for Non-Techies, about how professional service providers can attract and work with tech clients. Sophia, an expert in tech education for business professionals, explains that technology is reshaping every industry, making it a lucrative and forward-thinking niche for consultants, lawyers, and other service providers. She emphasizes that understanding the language and mindset of tech founders, venture capitalists, and startup executives is essential for building relationships and winning business in this sector.

Key topics include the importance of learning the fundamentals of tech without becoming a coder, how to segment the tech industry into consumer and enterprise sectors, and how professionals can leverage tech accelerators and networking opportunities to gain credibility. Sophia shares three actionable steps: 1) Acclimate to tech language by listening to tech podcasts and industry news, 2) Engage with the industry by attending tech accelerators and networking events, and 3) Build credibility by mentoring startups or advising at incubators. She also highlights common pitfalls, such as trying to learn coding unnecessarily instead of focusing on industry fluency and relationship-building. This episode provides practical strategies for professionals looking to break into the tech sector, position themselves as trusted advisors, and capitalize on the rapid growth of digital transformation.

Visit: https://therainmakingpodcast.com/

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Starting on June 25 at 1 PM Eastern time, Scott Love will lead a virtual six-session masterclass with a small group of professional services providers on the topic of rainmaking. Space is limited. Get your seat today at www.rainmakingseminar.com. Use discount code “podcast” for a $200 tuition discount.

Sophia Matveeva is the CEO & founder of Tech For Non-Techies, an executive education and consulting company.

Sophia has contributed to the Harvard Business Review, Financial Times, The Guardian, and Forbes on entrepreneurship and technology, and hosts the top-rated Tech for Non-Techies podcast.

She has also guest lectured at the University of Chicago, London Business School, and Oxford University.

Sophia is a start-up mentor at the Chicago Booth Polsky Center of Entrepreneurship and has advised leading accelerators including Chicago Booth’s New Venture Challenge and the Techstars x Blackstone Launchpad.

She holds an MBA from Chicago Booth, and a BSc (Hons) in Politics from Bristol. She speaks English, Russian, and French.

Sophia also sits on the Advisory Board to Riviter, which uses AI to predict consumer trends for the world's biggest brands.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.linkedin.com/in/sophia-matveeva-556365a/

techfornontechies.co/

podcasts.apple.com/gb/podcast/tech-for-non-techies/id1516475320

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TRP 201: Leveraging Buyer Personas to Better Influence Buying Decisions with Jim Kraus

Thu, 06 Jun 2024 08:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jim Kraus, President of the Buyer Persona Institute, about leveraging buyer personas to better influence buying decisions. Jim explains that understanding the buyer’s journey—from the moment a prospect recognizes a need to their final purchasing decision—is essential for professionals looking to differentiate themselves, build trust, and increase sales effectiveness. He highlights that trust, not just price, is the primary factor in winning business, and that by aligning messaging with the key triggers and concerns buyers experience, professionals can position themselves as the clear choice.

Key topics include the five critical elements of a buyer’s journey: 1) Triggers that spark a need for change, 2) Key success factors buyers seek, 3) Perceived barriers that create hesitation, 4) Decision criteria that guide the selection process, and 5) The buyer’s full decision-making journey. Jim shares how professionals can conduct interviews with recent buyers to uncover these insights and then map them to their firm’s strengths to craft a compelling, differentiated value proposition. He also discusses how professionals can refine their business development approach using buyer persona research, ensuring they engage prospects in a way that resonates with their needs and concerns. This episode provides practical strategies for professionals looking to improve sales effectiveness by deeply understanding what drives their clients' purchasing decisions.

Visit: https://therainmakingpodcast.com/

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Jim is the President of Buyer Persona Institute (BPI) and a leading authority on buyer personas and buying insights.

BPI’s buyer persona research and workshop methodologies have become the gold standard for thousands of marketers in hundreds of companies worldwide that rely on these studies to reveal everything a prospective buyer needs to know and experience to have confidence in their solution. Marketers use these insights to develop strategies and messaging that drive more leads, improve conversion rates, and helps sales hit their numbers.

In addition to his work at BPI, Jim is an avid blogger, author of the Buyer Persona Buzz newsletter, and is currently working on a second edition of the book Buyer Personas with BPI’s founder, Adele Revella. He also frequently speaks at events and podcasts to advance the thinking around buyer personas and buying insights more broadly.

Outside of work, Jim enjoys travel, reading, sports, and spending time with his family.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

www.Buyerpersonas.com

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TRP 200: Three Trends in Business Development with Scott Love

Thu, 30 May 2024 08:00:00 -0000

In this special 200th episode of The Rainmaking Podcast, host Scott Love reflects on three key trends that have shaped business development and rainmaking success over the past few years. He shares lessons learned from interviewing top industry experts and discusses how professionals can apply these insights to stand out in an increasingly competitive market. Scott also introduces game theory concepts to help professionals predict business outcomes and optimize their client development strategies.

Key topics include the three major trends in rainmaking success: 1) Empathy, the ability to understand and connect with clients on a deeper level; 2) Active Listening, which helps professionals uncover pain points and build trust; and 3) Distinction, the importance of identifying and leveraging unique personal or professional traits to differentiate from competitors. Scott also discusses how to gamify business development using a point-based system to track key performance activities, inspired by principles from blackjack and MIT-style card counting strategies. He shares how professionals can measure and refine their business development approach, ensuring they focus on high-value activities that yield the greatest ROI. This episode provides a roadmap for professionals looking to enhance their sales effectiveness, build stronger client relationships, and create a sustainable rainmaking process.

Visit: https://therainmakingpodcast.com/

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Scott Love is a legal recruiter who recruits private equity attorneys for global law firms and facilitates law firm mergers. He also is an author and speaker on client development.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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TRP 199: People-Based Business Philosophy with Hugh Hornsby

Thu, 23 May 2024 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Hugh Hornsby, sales leader and business transformation expert, about the power of people-based leadership and building high-performance teams. Hugh shares his experiences leading and turning around multiple companies, growing businesses from tens of millions to over $150 million in revenue. He emphasizes that success in business isn’t just about numbers—it’s about investing in people, creating belief systems, and fostering a culture of personal growth and accountability. He explains that true leadership is about empowering individuals to overcome their personal and professional barriers so they can reach their full potential.

Key topics include identifying intrinsic motivation in employees, the importance of developing self-belief and personal accountability, and how to build a culture of collaboration where team members invest in each other’s success. Hugh shares insights on coaching employees past their mental barriers, using gratitude practices to shift mindset, and structuring team meetings for maximum impact. He also discusses the challenges leaders face in scaling businesses, including the CEO mindset shift needed to delegate effectively and how to avoid micromanagement while building trust and autonomy within teams. This episode provides practical strategies for professionals looking to transform their leadership approach, develop stronger teams, and achieve exponential business growth.

Visit: https://therainmakingpodcast.com/

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Hugh Hornsby is a turnaround expert, a culture-developer, and a sales expert. Throughout his career, he has worked in positions that have made significant improvements to companies through his team-building skills, leadership, and philosophy of personal development.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.linkedin.com/in/hugh-hornsby-51986b10/

hugh.h@everflowsupplies.com

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TRP 198: Game Theory and Business Development with Scott Love

Thu, 16 May 2024 14:30:00 -0000

In this solo episode of The Rainmaking Podcast, host Scott Love shares insights on how game theory applies to client development and business growth. Drawing from his experience as a legal recruiter and his time studying professional gambling, Scott explains how understanding probabilities and strategic decision-making can help professionals focus their efforts on the highest-return activities. He emphasizes that professionals often spend too much time chasing cold leads when they should be doubling down on relationships that already yield results. By applying game theory principles, rainmakers can prioritize efforts that have the greatest likelihood of success.

Key topics include the five levels of client development, ranked from highest to lowest probability of success: 1) existing clients, 2) people who know you, 3) referrals, 4) people who have heard of you, and 5) cold outreach. Scott discusses how to optimize business development efforts by focusing on existing relationships, leveraging trade associations, and setting up structured referral systems. He also shares strategies for increasing visibility, building credibility, and minimizing wasted effort on low-probability opportunities. Using his blackjack analogy, Scott explains how betting strategically in client development—just as in gambling—ensures professionals maximize their time and resources for long-term success. This episode provides a structured, game-theory-driven approach to business development that helps professionals work smarter, not harder.

Visit: https://therainmakingpodcast.com/

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Scott Love is a legal recruiter who recruits private equity attorneys for global law firms and facilitates law firm mergers. He also is an author and speaker on client development.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Bill Cates' website www.billcates.com

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TRP 197: Women in Leadership Roles in Professional Services Firms with Jill Huse

Thu, 09 May 2024 14:48:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jill Huse, co-founder and Chief Strategy Officer of Society 54, about women in leadership roles within professional services firms. Jill shares insights on the challenges women face in leadership, including limited access to key opportunities, bias in leadership selection, and a lack of allies to support their growth. She discusses how firms sometimes promote women into leadership roles without giving them real authority, which can undermine firm culture and professional development.

Key topics include coaching strategies for leadership success, how women can advocate for themselves in equity and compensation discussions, and the importance of developing confidence in self-promotion. Visit: https://therainmakingpodcast.com/

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Society 54 Co-Founder and Chief Strategy Officer Jill Huse is renowned as a trusted professional services advisor. Jill, a certified Business Coach, is highly regarded for her progressive ingenuity, research-based strategy and, most importantly, her ability to deliver results for clients. In addition to her work with Society 54, Jill is also co-founder and CSO of Society Tech, a technology company that utilizes the proprietary software INform54 to help law firms track and analyze their firm performance initiatives to support strategic growth.

Prior to launching Society 54, Jill led the marketing and business development department at one of the most reputable AmLaw firms in the southeast. While there, she structured and guided her team in developing, implementing, and managing award-winning communication, business development, and marketing initiatives. Further, Jill is a tenured member of the Legal Marketing Association (LMA), serving as the 2020 President of the International Board of Directors where she led the efforts to expand LMA to Europe; additionally, she also served as the president of the Southeastern Chapter. Jill is also one of the founding members of Law 2.5, a roundtable think tank focused on the future of the legal industry and how to implement and lead change, and was co-founder and Principal at The Chiral Project which focused on Leadership Development for Women in Professional Services.

Jill was inducted into the Legal Marketing Association’s Hall of Fame in 2024 for her leadership and contributions to the association and its membership. In 2023, Jill and Heather earned a spot in the Charlotte Business Journal’s Fast 50, ranking Society 54 as the 8th fastest-growing private company in the Charlotte region. In 2021, she was inducted as a Fellow into the College of Law Practice Management. And, in 2016, Jill was personally selected as one of the “50 Most Influential Women in Charlotte” by The Mecklenburg Times.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

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

https://society54.com/

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TRP 196: Trust Compression and Edification with Rick Watson

Thu, 02 May 2024 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Rick Watson, financial services expert and author of A Firm Worth Building, about trust compression and edification—two powerful concepts that help professionals build relationships and accelerate business development. Rick explains that trust compression is the idea that trust is built not through the length of interactions but through the frequency of meaningful touchpoints. He shares how professionals can restructure their meetings into shorter, more frequent interactions to build stronger client relationships in less time. He also introduces edification, a technique for making powerful referrals that enhance credibility and create stronger business connections.

Key topics include how to structure meetings for faster trust-building, the psychology behind frequent and consistent client interactions, and the importance of setting up a referral process that highlights credibility rather than commoditizing professionals. Rick discusses practical strategies for optimizing introductions, including how to frame referrals with personal stories to make them more memorable and impactful. He also shares insights on building a culture of edification within teams, ensuring that staff members are empowered and positioned as trusted experts. This episode provides actionable techniques for professionals looking to deepen client relationships, strengthen referrals, and build a high-value network.

Visit: https://therainmakingpodcast.com/

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Rick Watson is the author of “A Firm Worth Building”, which helps professional businesses scale and thrive. He identifies a common problem advice professionals all seem to share. These business owners focus more on performing their professional specialty rather than what it takes to run the business well.

Many professional firms, and experts in their fields, like accountants, financial advisors, and attorneys struggle to find “good” growth. Some professionals even look to discard a percentage of their client book every few years, as a way of managing growth. Rick would say this is all backward. When you build a strong business, as the firm grows it gets easier to run, not harder.

Rick’s unique experience was forged from growing a firm with only $20 in his savings to managing 1⁄2 billion dollars in his current RIA and becoming the of the National Referral Network and several other businesses which has forced him to be a student of running businesses in the best possible way. Rick’s book “A Firm Worth Building” covers about 30 lessons that every business owner should know, from thinking through branding to increasing referrals through professional networks.

Additionally, he has a few unique success concepts like compressing the time it takes to build client trust and why building up your staff and other professionals through a dedicated process of “edification” is so helpful. He and his partners are forward-thinkers, their motto is - "We build what should exist". Rick and his team are not afraid of complexity, hard work, or innovation.

Rick’s accomplishments have opened the path to achieving his own dreams. Living with his family on a 5-acre horse ranch and wine-making operation in Loomis, California where he still finds the time to enjoy the life that he has been able to build through embodying his own teachings. When he's not helping manage and scale businesses, Rick rides Arabian horses in 30-100 mile races.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.NRNAmerica.com

https://www.protectionpointadvisors.com

https://www.linkedin.com/company/72002560

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

https://www.facebook.com/richard.watson.92351

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TRP 195: Common Traits, Actions, and Strategies of Rainmakers with Rudhir Krishtel

Thu, 25 Apr 2024 08:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Rudhir Krishtel, executive coach and business development strategist, about the common traits, actions, and strategies of top-performing rainmakers. Rudhir shares insights from his extensive experience coaching high-level professionals, helping them scale their books of business from six figures to multi-million-dollar practices. He emphasizes that clarity and consistency are the two defining characteristics that separate elite rainmakers from those who struggle with growth. By clearly defining their goals and taking consistent, focused action, professionals can dramatically transform their success.

Key topics include identifying and setting clear business and income goals, developing a strategic roadmap for growth, and avoiding the common pitfall of being too broad in target client selection. Rudhir introduces the AIMS framework—focusing on Annual revenue, Income goals, Matters handled, and Support structure—to help professionals define their growth trajectory. He also highlights the importance of relationship-building, strategic exposure through thought leadership, and making direct business development asks. Additionally, he shares a three-step action plan: conducting a network audit, setting clear revenue and client goals, and implementing consistent outreach and branding efforts. This episode provides practical, high-impact strategies for professionals looking to scale their practice, build meaningful relationships, and achieve sustainable business development success.

Visit: https://therainmakingpodcast.com/

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Rudhir Krishtel is an executive coach and facilitator working specifically with lawyers and the legal community. Rudhir works with clients on a range of issues, including: Career Strategy, Business Development, Building Leadership Skills, Navigating Workplace Relationships, and Diversity and Inclusion Challenges. He practiced law for 15 years as a litigation partner and then as senior counsel at Apple. His lawyer days led him to train as a yoga teacher and mindfulness meditation instructor, and as a professional coach and leadership instructor, to serve as a support for the legal community.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.krishtel.com/

https://www.krishtel.com/workshops

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TRP 194: Generating Business Using Podcasts with Robert Ingalls

Thu, 18 Apr 2024 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Robert Ingalls, former attorney and founder of LawPods, about how professionals can use podcasting as a powerful business development tool. Robert shares his insights on leveraging podcasts to build relationships, establish thought leadership, and attract new clients. He emphasizes that podcasting isn’t just about producing content—it’s about strategically using it to nurture leads, educate referral sources, and expand professional networks. By consistently creating content that speaks directly to client pain points, professionals can establish trust and credibility in a way that written content or traditional marketing cannot.

Key topics include the three primary ways professionals use podcasting for business growth—nurturing leads by addressing common client concerns, educating referral sources to build long-term partnerships, and networking through strategic guest interviews. Robert also discusses the importance of consistency in podcasting, outlining best practices for content planning, ideal episode length, and the role of authenticity in making a podcast relatable. He highlights common pitfalls, such as failing to define an audience, inconsistent publishing schedules, and not repurposing content for multiple platforms. Additionally, Robert explains how law firms and other professionals can use podcasts as a "Trojan horse strategy" to initiate conversations with high-value prospects who would otherwise be difficult to engage. This episode provides practical, actionable insights for professionals looking to harness podcasting as a business development asset.

Visit: https://therainmakingpodcast.com/

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Robert Ingalls is a recovering attorney, speaker, and the founder of LawPods, one of the first podcast marketing agencies for law firms.

After the challenges of practicing law threatened to derail his career and mental health, he traded in his suit and tie for a shot at entrepreneurship. Struggling to generate interest from law firms in the early days, Robert spent two years in a corporate banking gig. Grinding nights and weekends, he turned his spare bedroom podcasting hobby into a marketing agency servicing the biggest brands in law.

He lives in Raleigh, North Carolina, with his delightful wife, darling daughters, and a proliferating collection of longboard skateboards.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

robert@lawpods.com

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

https://lawpods.com/about-us/

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TRP 193: Personal Branding in the Age of Artificial Intelligence with Daveed Wagner

Thu, 11 Apr 2024 14:47:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Daveed Wagner, personal branding expert, about how professionals can build and manage their personal brand in the age of artificial intelligence. Daveed explains that as AI reshapes industries, professionals need to be intentional and proactive in curating their online presence. He emphasizes that personal branding is no longer optional—it is essential for standing out, building trust, and attracting business opportunities. By crafting a strategic brand narrative and leveraging digital platforms, professionals can ensure their expertise and reputation are accurately represented.

Key topics include the three pillars of a strong personal brand—inviting people into your narrative, engaging meaningfully with your audience, and building a loyal community. Daveed also shares insights on conducting a personal brand audit, which evaluates one’s online presence, social media consistency, and SEO performance. He highlights common pitfalls, such as failing to align messaging across platforms, presenting an overly polished persona that lacks authenticity, and neglecting content strategy. Additionally, he discusses the importance of leveraging video content, social proof, and audience feedback to refine and amplify a personal brand. This episode provides actionable strategies for professionals looking to elevate their digital presence and create a brand that resonates with their target audience.

Visit: https://therainmakingpodcast.com/

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Daveeed Wagner is a Personal Branding Keynote Speaker, and the Founder of 1marketingidea, a Marketing Consulting Firm.

Many individuals and businesses struggle to distinguish themselves amidst the digital noise. In an era marked by explosive technological advancements, the proliferation of AI, the rise of remote work, and the dominance of the gig economy, one concept stands out as crucial for individuals seeking success and recognition, and that is personal branding.

Daveeed Wagner is the trusted advisor and counselor to many influential thought leaders and businesses. He presents on how to implement marketing systems to build stronger and deeper relationships with customers and clients. Resulting in lower acquisition costs and long-term growth.

During his presentations, he shares a simple framework called XMarketing, on how to create a personal experience by attracting the right people, personalizing content, and building community.

Daveeed is the author of The Marketing Annual - a yearly industry trends report, the recipient of the Hispanic Business Entrepreneur Award, and the Chief Editor of The Marketing Memo.

He was born in Lima, Peru, and now resides in San Diego, California, with his family. And you can connect with him on any social media platform under daveeed (WITH 3 EEEs) wagner.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://1marketingidea.com/daveeed-keynote-speaker/

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

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TRP 192: Taking Action on the Plan with Suzette Welling

Thu, 04 Apr 2024 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Suzette Welling, management consultant and expert in professional services firm operations, about how to take action on strategic plans to drive real business results. Suzette shares insights from her experience working with law firms, explaining that many firms invest significant time and money into strategic planning retreats but fail to execute on their plans once they return to their daily operations. She emphasizes that intentionality, accountability, and structured systems are the key factors in ensuring that strategic initiatives don’t get lost in the shuffle of daily business demands.

Key topics include how to break long-term plans into manageable quarterly and weekly goals, the importance of assigning clear responsibility for action items, and how to implement the Entrepreneurial Operating System (EOS) to create structured accountability. Suzette also shares strategies for effective team communication, weekly progress tracking, and building a culture of execution so that firm leadership follows through on commitments. She highlights common pitfalls such as lack of follow-through, unclear delegation, and failure to track progress, offering actionable steps to overcome these challenges. This episode provides professionals with a clear roadmap to ensure that strategic planning translates into measurable business growth.

Visit: https://therainmakingpodcast.com/

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Suzette Welling, holding the distinguished Certified Legal Manager (CLM)® designation, is the founder and President of Law Practice Edge. With a career spanning over two and a half decades in upper-tier law firm management, Suzette brings a wealth of expertise to the table. Her comprehensive understanding of law firm administrative functions encompasses a broad spectrum, including strategic planning, finance, human resources, communications, client relations, professional development, recruitment, and facilities management.

Suzette’s financial acumen and leadership capabilities were recognized in 2009 when she was honored with the Tampa Bay Business Journal CFO of the Year Award. Her pursuit of excellence led her to attain the CLM® designation in 2018, affirming her deep-rooted knowledge and proficiency in various aspects of law firm management. This accreditation, demanding rigorous education and testing, underscores Suzette’s mastery in the legal management domain. Further expanding her skill set, Suzette acquired a certification in Legal Lean Sigma in 2022, enhancing her ability to offer top-tier process improvement and project management solutions.

Suzette caters to law firms of all sizes, but she has identified a niche in smaller law firms, which require expert guidance but might not have the resources for a full-time position of this caliber. In response, she founded Law Practice Edge, aiming to level the playing field and provide competitive advantages to firms irrespective of their size. Larger firms also benefit from her services, particularly when they face challenges in managing complex projects due to limited resources. Suzette is available for consultation and can be reached at suzette@lawpracticeedge.com

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

suzette@lawpracticeedge.com

www.legalmanagementexchange.org

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

www.lawpracticeedge.com

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TRP 191: The Sales Boss with Jonathan Porter-Whistman

Thu, 28 Mar 2024 12:25:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jonathan Porter-Whistman, author of The Sales Boss, about what it takes to become a top 1% sales leader. Jonathan shares insights from his book, explaining that being a true “Sales Boss” is about more than managing a team—it’s about building a high-performance culture, taking full ownership of results, and leading with a clear, strategic vision. He emphasizes that top-performing sales leaders recognize that success starts with them, and they take responsibility for every aspect of their team’s performance, from hiring to training to execution.

Key topics include Jonathan’s Sales Boss framework, which outlines the essential traits and actions of elite sales leaders, and his four-stage hiring process for identifying and onboarding high-potential sales professionals. He discusses the importance of avoiding micromanagement while staying actively engaged, setting high expectations, and leading by example. Jonathan also shares his “BOSS” acronym, a leadership mindset that helps managers create an environment where top performers thrive. He introduces advanced hiring techniques, including the pressure interview, performance interview, and the “bumbling idiot” test, designed to reveal a candidate’s true potential. This episode provides practical strategies for professionals looking to elevate their leadership skills, build stronger teams, and achieve elite-level success in sales and business development.

Visit: https://therainmakingpodcast.com/

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Jonathan Porter-Whistman, who is the CEO of PerceptionPredict.ai and WhoHire.com, Jonathan has a deep knowledge of building and scaling businesses. His best-selling book, 'The Sales Boss', stands as a clear indicator of his expertise. Jonathan specializes in aiding clients in constructing efficient teams, tailored to their business’s unique requirements. His targeted approach mitigates the anguish and disappointment that often result from recruiting incompatible talent.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.amazon.com/Sales-Boss-Secret-Training-Managing/dp/1119286646

www.whohire.com

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

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TRP 190: The Impact of Time with Scott Love

Thu, 21 Mar 2024 15:06:00 -0000

In this solo episode of The Rainmaking Podcast, host Scott Love shares secrets of time management that can help professionals maximize productivity, reduce stress, and achieve their goals more efficiently. Drawing from his experience in executive recruiting, speaking, and business development, Scott emphasizes that time is a finite resource, and how we manage it directly impacts success. He introduces a framework for intentional time management, explaining that clarity, focus, intensity, and execution are the four key factors that determine how effectively we use our time.

Key topics include the importance of planning daily and weekly priorities, batching similar tasks to reduce interruptions, and using two powerful self-assessment questions: “What’s the best use of my time right now?” and “Will this activity take me closer to or further away from my goals?” Scott also highlights how mismanaged time results in double losses, as it takes additional effort to regain lost focus and productivity. He provides practical strategies for eliminating distractions, such as setting goals the night before, tracking key tasks on a whiteboard, and maintaining a sense of urgency throughout the day. This episode delivers actionable insights for professionals looking to become more intentional with their time and achieve higher efficiency in both business and personal life.

Visit: https://therainmakingpodcast.com/

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Scott Love believes that recruiting is a game, and he has been playing it ever since 1995. His recruiting firm, The Attorney Search Group, places attorneys in major markets with global law firms. From 2002 to 2016, Scott built and later sold one of the most trusted brands of recruiter training and development. Over 4,500 recruiting and staffing companies from over 36 countries invested in his resources. Scott has trained thousands and coached hundreds, and has spoken at nearly every recruiting trade association in the United States, including major franchisor organizations, global publicly-held staffing companies, and major recruiting networks. Scott's newest venture to help recruiters make more placements is The Placement Club. With over 800 members and dozens of hours of free training content and other resources, it has quickly become a vibrant free learning community for experienced and intermediate recruiters.

Scott is the author of 'Why They Follow' and the co-author of 'Rainmaker Confidential.' He has been quoted in The Wall Street Journal, Forbes, Selling Power Magazine, The Huffington Post, Bloomberg, and dozens of business publications around the globe. He is passionate about charity and service work and is actively involved in several DC and Richmond non-profit organizations, Episcopal ministries, and is an advisory board member of Protect Our Defenders.

Scott is also a graduate of the U. S. Naval Academy and is a former surface warfare officer He has two children and lives in Richmond, Virginia, with his wife and twelve-year-old daughter.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

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

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TRP 189: Understanding How Clients and Prospects Think with Rob Mosley

Thu, 14 Mar 2024 13:21:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Rob Mosley, Managing Partner and Senior Director of Training and Development at Next Level Exchange, about understanding how clients and prospects think. Rob, a seasoned executive search trainer, shares insights on how professionals can shift from a self-centered sales mindset to a client-centric approach, ensuring they truly understand what drives their prospects’ decisions. He explains that most salespeople focus only on their objectives, missing the deeper motivations and needs of their clients, which results in lost opportunities and weaker relationships.

Key topics include the eight stages of decision-making that every client goes through, the importance of pre-call preparation to gather insights on a prospect’s business, and how to structure conversations around a client’s goals and challenges rather than leading with a sales pitch. Rob also introduces the "Compelling Connect" strategy, which emphasizes the need to start conversations with relevant, insightful statements that demonstrate industry knowledge. He discusses how great discovery questions can differentiate a salesperson, why professionals should aim to establish relationships at multiple levels within an organization (the “Three by Three” strategy), and how active listening serves as a diagnostic tool rather than just a passive skill. This episode provides actionable strategies for professionals looking to engage prospects more effectively, increase trust, and build long-term business relationships.

Visit: https://therainmakingpodcast.com/

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Rob Mosley is a managing partner and senior director of training and development for Next Level Exchange. He comes from MRINetwork, where he served as the chief learning officer, responsible for all training and sales development at more than 1,100 offices worldwide.

Mosley’s knowledge of the search industry comes from 12 years with Merritt Hawkins & Associates, now part of AMN Healthcare. He is a licensed facilitator for trainings based on Stephen Covey’s The 7 Habits of Highly Effective People and on Patrick Lencioni’s The Five Dysfunctions of a Team. Mosley holds master certifications in consultative selling, performance coaching, advanced sales negotiation, strategic client communication, and major account planning and strategy. Mosley is a keynote speaker and facilitator at continuing education seminars in the areas of business-to-business sales execution with a focus on collaborative client development, team effectiveness, and performance management.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.linkedin.com/in/rob-mosley-19657ba/

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TRP 188: Executive Presence with Rich Bracken

Thu, 07 Mar 2024 09:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Rich Bracken, professional speaker and consultant, about executive presence and how it impacts trust, influence, and leadership in business development. Rich, who has extensive experience working with law firms and corporate professionals, defines executive presence as a combination of self-confidence, communication skills, and personal branding. He explains that true executive presence is about how professionals present themselves, engage with clients, and communicate persuasively in high-stakes situations.

Key topics include how to develop self-confidence in meetings, especially when speaking up in rooms with senior colleagues, and how to tailor communication styles based on the audience. Rich introduces the "Conversational Chameleon" strategy, which teaches professionals how to adjust messaging for different stakeholders—whether they are CEOs, CFOs, or marketing leaders—to maximize engagement. He also shares techniques for commanding attention in discussions, handling interruptions, and improving personal gravitas. Additionally, Rich discusses the role of emotional intelligence in executive presence, how professionals can conduct self-assessments to refine their communication, and why feedback loops are crucial for continuous improvement. This episode provides actionable strategies for professionals looking to enhance their executive presence and elevate their leadership impact.

Visit: https://therainmakingpodcast.com/

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For over twenty years, Rich Bracken has been researching how businesses of all sizes and their teams rise and fall with various styles of leadership and employee engagement.

Combining his experience as an award-winning salesperson, marketer, and client service expert with his passion for speaking, consulting, and coaching, he brings a unique and refreshing blend of empathy and positivity that resonates with professionals from every level and background.

Rich’s path to today has been crafted from being raised in a family of entrepreneurs and innovators, to working alongside dynamic leaders in some of the most powerful industries including healthcare, law, and financial services. His ability to blend knowledge with compassion and results with care allows him to deliver a message that creates sustainable change to the bottom line as well as engagement and well-being of an organization.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.richbracken.com/

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TRP 187: The Value Sale with Ian Campbell

Thu, 29 Feb 2024 14:51:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Ian Campbell, author of The Value Sale, about how professionals can integrate value-based selling into every stage of the sales funnel. Ian explains that many sales professionals make the mistake of presenting value only at the end of the sales process when building a business case, which often leads to stalled deals. Instead, he advocates for a dual-sided sales funnel, where value is introduced early, reinforced with examples, and solidified by a clear ROI before the close. By taking this approach, professionals can create more compelling sales conversations and improve their ability to close deals.

Key topics include the three-stage value messaging framework—starting with general value discussion, progressing to case studies that demonstrate tangible results, and finally tailoring value to the specific prospect’s needs. Ian also discusses how to identify the one or two core benefits that truly drive a deal, avoiding the common pitfall of overwhelming prospects with excessive value points. He shares techniques for making business cases simple and compelling, focusing on clear ROI calculations and presenting payback periods rather than just ROI percentages to ease decision-making. This episode provides a structured approach for professionals looking to refine their sales process and increase their close rates by leading with value.

Visit: https://therainmakingpodcast.com/

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Ian Campbell is CEO of Nucleus Research, where he is responsible for the company’s investigative research approach, product set, and overall corporate direction. A recognized expert on ROI and TCO analysis of technology, Campbell is a frequent speaker at industry and business events. He has been featured in the New York Times, the Wall Street Journal, the Economist, and the Financial Times.

Campbell teaches an executive course at Babson College in Massachusetts and is a frequent guest lecturer at Stanford University; the University of California, Berkeley; Massachusetts Institute of Technology; Harvard University; and Boston College.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.amazon.com/Value-Sale-Prove-More-Deals-ebook/dp/B0C67GSKKD

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

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TRP 186: Leading Small Teams with David Burkus

Thu, 22 Feb 2024 14:47:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. David Burkus, organizational psychologist and author of Best Team Ever, about the fundamentals of leading small teams effectively. Dr. Burkus explains that while leadership in large organizations is often about managing systems and processes, leading a small team requires a deeper focus on culture, communication, and accountability. He highlights that leaders of small teams have a unique advantage: they can directly influence the team’s culture and engagement, shaping an environment of trust, collaboration, and high performance.

Key topics include the importance of setting clear expectations and milestones, fostering healthy conflict as a tool for innovation, and the power of team-wide meetings for accountability and alignment. Dr. Burkus shares his three-question team huddle framework—asking team members what they’ve completed, what they’re focused on next, and what’s blocking their progress—to create a structured, transparent approach to performance tracking. He also discusses how leaders can provide constructive feedback, encourage psychological safety, and develop intrinsic motivation by reinforcing the impact of their team’s work. This episode provides practical strategies for professionals looking to enhance their leadership effectiveness and build high-performing teams.

Visit: https://therainmakingpodcast.com/

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One of the world’s leading business thinkers, David’s forward-thinking ideas and bestselling books are changing how companies approach leadership, teamwork, and collaboration.

A skilled researcher and inspiring communicator, Dr. David Burkus is the best-selling author of five books about business and leadership. His books have won multiple awards and have been translated into dozens of languages. Since 2017, David has been ranked multiple times as one of the world’s top business thought leaders. His insights on leadership and teamwork have been featured in the Wall Street Journal, Harvard Business Review, The New York Times, CNN, the BBC, NPR, and CBS This Morning.

A former business school professor, David now works with leaders from organizations across all industries, including PepsiCo, Fidelity, Adobe, and NASA. David’s keynotes aren’t just entertaining and enlightening, they’re evidence-based and immensely practical—offering leaders at all levels a set of actionable takeaways they can implement immediately.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

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www.theplacementclub.com

Links:

https://davidburkus.com/

https://davidburkus.com/books/

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

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TRP 185: Deciphering the Significance of Strategy with Eric Morgan

Thu, 15 Feb 2024 15:36:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Eric Morgan, marketing and advertising executive, about the importance of strategy in business development and how professionals can ensure their marketing efforts are aligned with their long-term goals. Eric explains that many firms mistake tactics for strategy, focusing on individual marketing actions (like social media posts or ad campaigns) rather than crafting a comprehensive, well-researched plan. He emphasizes that true strategy is about understanding the market, identifying opportunities for distinction, and executing a clear, measurable plan to achieve business growth.

Key topics include how to identify and own a market space, the dangers of competing solely on price, and the role of branding in professional services. Eric shares insights on how businesses can evaluate their current position in the marketplace, analyze competitor strategies, and carve out a distinctive identity that resonates with clients. He also discusses measuring marketing effectiveness, setting up an analytics program to track key performance indicators, and ensuring that marketing efforts remain consistent and aligned with the firm’s overall business objectives. This episode provides actionable strategies for professionals looking to refine their business development approach and achieve sustainable growth.

Visit: https://therainmakingpodcast.com/

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Eric is an accomplished marketing strategist with over 28 years of experience, currently serving as the President/CEO of Roux Advertising. His remarkable journey began with a Bachelor's degree in Advertising Communications and a minor in Marketing from Loyola University. Eric's insatiable curiosity and passion for the industry led him to earn an MBA at Tulane University, further honing his expertise.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Recruiters! Join Scott in Las Vegas for his Recruiting MasterClass Seminar on Feb 15 – 16, 2024:

www.recruitingisagame.com

Links:

https://www.linkedin.com/in/eric-morgan-b6a6042/

https://morganandco.com/

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TRP 184: Driving Brand Reputation with Authenticity with Waldo Waldman

Thu, 08 Feb 2024 14:54:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Waldo Waldman, retired fighter pilot, professional speaker, and bestselling author of Never Fly Solo, about the importance of building a strong personal brand and reputation in business. Waldo shares insights from his experiences in the Air Force and corporate world, emphasizing that a personal brand isn’t just about strategy—it’s about authenticity, trust, and the daily actions that define how others perceive you. He explains that professionals who focus on genuine relationships, service to others, and continuous self-improvement will naturally build a reputation that attracts success.

Key topics include the concept of being a wingman, where professionals cultivate trust and reliability by consistently supporting colleagues and clients. Waldo discusses how to stay top-of-mind in business by nurturing relationships over time, being proactive in helping others, and creating a reputation for quality and excellence. He also emphasizes the importance of mentorship and surrounding yourself with the right people, explaining how checking your “six” (blind spot) is crucial in both aviation and business. Additionally, Waldo outlines three key steps to building an authentic brand: committing to excellence and continuous improvement, having the courage to take risks and step outside your comfort zone, and asking for help while also offering value to others. This episode delivers actionable strategies for professionals looking to strengthen their brand, deepen relationships, and achieve long-term business success.

Visit: https://therainmakingpodcast.com/

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Keynote speaker and leadership expert Waldo Waldman is the author of the New York Times and Wall Street Journal bestseller Never Fly Solo®. He teaches tactics on how to build trusting, revenue-producing relationships with employees, partners, and customers while sharing his experiences as a decorated fighter pilot and sales expert. A graduate of the Air Force Academy, he holds an MBA with a focus on Organizational Behavior and is a former top-producing sales manager. He successfully led national sales efforts for several cutting-edge technology and consulting firms before becoming a motivational speaker and leadership expert.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Recruiters! Join Scott in Las Vegas for his Recruiting MasterClass Seminar on Feb 15 – 16, 2024:

www.recruitingisagame.com

Links:

https://www.yourwingman.com/

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TRP 183: Three Secrets to Profitable Delegation for Rainmakers with Dan Warburton

Thu, 01 Feb 2024 14:37:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dan Warburton, management consultant and expert in leadership within the legal industry, about three secrets to profitable delegation for rainmakers. Dan explains that many law firm partners struggle with delegation because they were never trained in leadership and management, leading to exhaustion and inefficiency. He shares how professionals can free up their time, empower their teams, and dramatically increase profitability by implementing a structured delegation system.

Key topics include setting up regular one-on-one meetings with key team members to streamline communication and prevent constant interruptions, making clear requests that specify what needs to be done, within what timeframe, and with mutual agreement, and holding team members accountable by tracking commitments and providing support when needed. Dan shares real-world examples of firms that transformed their profitability and work-life balance by following these principles, including a partner who reduced their workload from 100 to 50 hours per week while increasing profits by over $700,000. He also offers a free delegation assessment to help professionals identify gaps in their delegation skills. This episode provides actionable insights for rainmakers looking to scale their business, develop leadership skills, and create a more efficient and profitable firm.

Visit: https://therainmakingpodcast.com/

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Dan Warburton specializes in enabling law firm partners and owners to free up their time and unleash their teams’ potential to dramatically increase their profits and, he has an extraordinary track record for doing so.

From working with Dan, one of his US clients, a law firm partner reduced his work hours by over 50% and took his firm from being valued at $3.5 million to over $8.5 million dollars in less than 12 months. One of his UK clients increased her monthly revenue by 310% and another went from billing under £14K to over £80K per month in less than a year. These are just a snapshot of the results his clients achieve but not only this; they all gained something else in common, they became able to work less than half the hours per week than they did before and transform their lifestyles by gaining lots of free time to focus on what really matters to them whether this be more business development or time with their family.

What makes these results possible for Warburton's clients is that he shows them how to profitably delegate away their workload and empower their teams to handle larger volumes of work than they ever could before. This then enables the law firm partners to transition from being a technician in their business to someone who predominantly owns their business and be able to solve all the inefficiencies in their businesses that previously they had to neglect due to heavy workloads.

business and be able to solve all the inefficiencies in their businesses that previously they had to neglect due to heavy workloads.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Recruiters! Join Scott in Las Vegas for his Recruiting MasterClass Seminar on Feb 15 – 16, 2024:

www.recruitingisagame.com

Links:

For more information go to: https://www.danwarburton.com/

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

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TRP 182: Human-Centered Design to Attract and Retain More Clients with Katherine Porter

Thu, 25 Jan 2024 09:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Katherine Porter, a management consultant specializing in legal project management, about the power of human-centered design in attracting and retaining clients. Katherine explains that professionals, particularly those in legal and professional services, can improve business development by focusing on the client journey and creating a seamless, personalized experience. She emphasizes that human-centered design isn't just about delivering services—it’s about understanding client needs, mapping out their experiences, and making intentional improvements that enhance engagement and trust.

Key topics include the concept of client journey mapping, where firms outline every touchpoint in a client's experience, from onboarding to service delivery, to identify areas for improvement. Katherine discusses the importance of empathy in business development, sharing how professionals can conduct client interviews and gather feedback to refine their processes. She also introduces workflow mapping as a tool to streamline operations and ensure consistent client interactions. Additionally, she highlights common pitfalls such as resistance to change, lack of follow-through, and the failure to continuously update client engagement strategies. This episode provides actionable insights for professionals looking to elevate their business development efforts by designing a client experience that fosters loyalty and long-term success.

Visit: https://therainmakingpodcast.com/

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Katherine is the founder of The Resourceful Lawyer and she works with lawyers and law firms who want to design and build more efficient and more profitable practices. Katherine blends the best of project management, human-centered design, and two decades of legal experience to tailor solutions for each of her law firm clients. She earned her law degree at UCLA, holds the Project Management Professional (PMP) credential, and is certified in Design Thinking. If you’re ready to think differently about the practice of law, subscribe to her newsletter Re-thinking Like a Lawyer here: http://tinyurl.com/mvuxt6v6

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

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Recruiters! Join Scott in Las Vegas for his Recruiting MasterClass Seminar on Feb 15 – 16, 2024:

www.recruitingisagame.com

Links:

https://www.theresourcefullawyer.com/about/

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

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TRP 181: Prepare for Impact with Ryan Estis

Thu, 18 Jan 2024 14:23:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Ryan Estis, keynote speaker and author of Prepare for Impact, about the evolving nature of leadership and business development in a rapidly changing world. Ryan shares insights from his extensive experience working with Fortune 1000 companies, emphasizing that leadership today requires a human-centered approach. He explains that the traditional top-down management style is outdated, and organizations that prioritize adaptability, emotional intelligence, and psychological safety will be the ones that thrive. His book explores how leaders can prepare for continuous disruption while still driving performance and growth.

Key topics include the concept of human-centered leadership—a shift from hierarchical performance management to a more relational and purpose-driven leadership model. Ryan outlines key leadership traits such as adaptability, vulnerability, and vision, explaining how they contribute to long-term success. He shares research-backed strategies for building engaged, high-performing teams, including Microsoft’s transformation from a "know-it-all" to a "learn-it-all" culture.

Visit: https://therainmakingpodcast.com/

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Ryan Estis has more than 20 years of experience as a top-performing sales professional and leader. As the former chief strategy officer for the McCann Worldgroup advertising agency NAS, he brings a fresh perspective to business events. As a keynote speaker, Ryan is known for his innovative ideas on leading change, improving sales effectiveness, and preparing for the future of work. He was recently recognized as one of “the best keynote speakers ever heard” by Meetings & Conventions magazine alongside Tony Robbins, Bill Gates, Colin Powell, and Mike Ditka.

Ryan delivers keynote speeches, courses, and online learning with an emphasis on actionable content designed to elevate business performance. His curriculum emphasizes emerging trends influencing leadership effectiveness, sales performance, and customer experience. Ryan helps participants prepare to thrive in today’s ultra-competitive, hyper-connected business environment.

Ryan supports the world’s leading brands, including Liberty Mutual, Darden Restaurants, Goodyear, the Dallas Cowboys, Medtronic, ECCO USA and Blue Cross Blue Shield. He is a faculty member for the Institute of Management Studies, a member of the SmartBrief on Workforce Advisory Board, and a certified Human Capital Strategist.

Ryan and his team publish original research featuring client case studies to expand the live event experience. He is also the author of a popular blog on business performance. His writing has been featured in Inc., Forbes, Entrepreneur, FastCompany, SmartBrief, Business News Network, Crain’s Business, and Yahoo Business.

Ryan is an Ohio University graduate who resides in downtown Minneapolis. When he’s not traveling to speaking engagements around the world, Ryan enjoys downtime with family and friends, practicing yoga, and cheering on his beloved Minnesota Timberwolves.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Recruiters! Join Scott in Las Vegas for his Recruiting MasterClass Seminar on Feb 15 – 16, 2024:

www.recruitingisagame.com

www.theplacementclub.com

Links:

https://www.amazon.com/Prepare-Impact-Principles-Human-Centered-Leadership/dp/1637556489

https://ryanestis.com/

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TRP 180: Selling with Simplicity with Bob Marsh

Thu, 11 Jan 2024 17:41:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Bob Marsh, keynote speaker, sales expert, and former CEO of two category-creating companies, about the power of selling with simplicity. Bob shares lessons from his extensive sales leadership career, during which he raised millions in venture capital and sold two companies. He explains that in today’s fast-paced, information-saturated world, buyers are more distracted than ever, making it essential for professionals to communicate with clarity, confidence, and simplicity. By eliminating unnecessary complexity in sales conversations, professionals can stand out, help buyers make faster decisions, and win more business.

Key topics include Bob’s four core components of selling with simplicity. First, Noise-Canceling Confidence, which focuses on eliminating self-doubt and projecting confidence that reassures buyers. Second, Make the Putt, emphasizing the need to focus on what truly matters to buyers rather than getting distracted by superficial details. Third, Lead the Journey, where sales professionals guide clients through the decision-making process, offering options and relinquishing control to the buyer to build trust. Finally, Clarity Over Complexity, which stresses the importance of communicating value propositions in a succinct and easy-to-understand manner. Bob shares practical tips for overcoming the “subservient mindset” in sales, maintaining confidence without arrogance, and simplifying messages to cut through the noise. This episode offers actionable strategies for professionals looking to refine their sales approach, improve client engagement, and close deals more effectively.

Visit: https://therainmakingpodcast.com/

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Keynote speaker and sales expert Bob Marsh spent his career in sales and sales leadership. Bob has been a sales leader and CEO at two category-creating companies, has raised millions in venture capital, sold two companies, and has won and grown business from some of the top brands in the world. In addition to professional speaking, Bob is an active Chief Revenue Officer of Bluewater Technologies, one of the nation's leading audio-visual technology firms, which means he’s in the trenches of today’s business world. In 2022 Bob was selected as SellingPower’s Chief Revenue Officer of the Year, and a Top 25 Sales Expert to Learn From. He has spoken at industry-leading events including Dreamforce, SaaStr, Sales 2.0, and HubSpot’s INBOUND, and has been published in Inc., Entrepreneur, Fast Company, and the Harvard Business Review.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

LinkedIn: https://www.linkedin.com/in/bobmarsh5/

Twitter: https://twitter.com/bobmarsh5

YouTube Channel: https://www.youtube.com/@BobMarshSpeaks

Website: http://meetbobmarsh.com

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TRP 179: Relatable: How to Connect with Anyone, Anywhere (Even If It Scares You) Rachel Dealto

Thu, 04 Jan 2024 09:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Rachel DiAlto, professional speaker and author of Relatable, about how professionals can build authentic connections to strengthen business relationships and improve client engagement. Rachel shares insights from her research on relatability, explaining that human connection is the foundation of trust, loyalty, and long-term success in professional services. She emphasizes that being relatable isn’t about being liked by everyone—it’s about showing up as your most authentic self and fostering meaningful interactions that resonate with clients and colleagues.

Key topics include the Connect, Communicate, Inspire framework, which helps professionals establish real relationships through authenticity, effective communication, and the ability to inspire trust. Rachel discusses strategies such as curious listening, which goes beyond active listening by showing genuine interest in the other person’s perspective. She also highlights the role of self-awareness in professional growth, the importance of slowing down to reflect on interpersonal interactions, and how intentionality in networking can create more impactful business relationships. This episode provides actionable steps for professionals looking to enhance their presence, connect more effectively, and develop stronger business relationships that drive long-term success.

Visit: https://therainmakingpodcast.com/

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Rachel Dealto is a communication and relatability expert, media personality, and speaker. She is the author of “relatable: How to Connect with Anyone Anywhere (Even if It Scares You)” (Simon & Schuster’s Tiller Press, Fall 2021).

Rachel has appeared as a relationship expert on Lifetime’s Married at First Sight and TLC’s Kate+Date. Rachel DeAlto maintains a law degree, a Master’s in psychology, and an influential social media presence.

In addition to her regular appearances, Rachel has also been featured on a multitude of media outlets including The TODAY Show, Access Hollywood Live, and Fox News. She has also given three TEDx talks including Being Authentic in a Filtered World which is featured on TED.com.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.racheldealto.com/

Order Rachel’s book here:

https://www.racheldealto.com/book

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TRP 178: “Better Decisions Faster” with Paul Epstein

Thu, 21 Dec 2023 09:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Paul Epstein, former NFL and NBA executive, keynote speaker, and author of Better Decisions Faster. Paul shares insights from his book, which offers a practical framework for making high-quality decisions quickly—an essential skill for professionals at critical inflection points. Drawing from his extensive leadership experience in the sports industry, Paul introduces the Head, Heart, Hands Equation, a simple yet powerful tool that helps professionals overcome decision paralysis, fatigue, and overwhelm. He explains that by aligning mindset (head), authenticity (heart), and action (hands), individuals can confidently navigate pivotal decisions without falling into the trap of indecision.

Key topics include how the Head, Heart, Hands Equation works—where green lights indicate full alignment and go-ahead decisions, red lights signal a stop, and yellow lights require assessing gaps between head and heart alignment. Paul also discusses the dangers of lingering in the "yellow light" zone, leading to missed opportunities and long-term stagnation. Additionally, he shares his formula for building unshakable confidence: Confidence = Values × Action, encouraging professionals to journal weekly by connecting chosen values to intentional actions. Paul emphasizes the importance of emotional intelligence, self-awareness, and taking full ownership of decisions to achieve sustained business success. This episode is packed with actionable insights for professionals seeking to enhance decision-making skills, build confidence, and unlock long-term business growth.

Visit: https://therainmakingpodcast.com/

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Paul Epstein is a former high-level executive for multiple NFL and NBA teams, and a 2x bestselling author of The Power of Playing Offense and Better Decisions Faster. In 2022, he was named one of SUCCESS magazine’s top-thought leaders that get results — alongside names like Tony Robbins, Brené Brown, Gary Vaynerchuk, and Mel Robbins. His work has been featured on ESPN, NBC, Fox Business, and in USA Today.

Today, Paul is on a mission to help individuals and organizations make better decisions faster. As the leading speaker on confidence in decision-making, he brings an always-on-offense mindset to a world that’s increasingly playing defense.

It’s his message and game-changing perspective on-stage that’s made Paul an award-winning keynote speaker, with his impact continuing off-stage providing leadership development and culture transformation programs for companies and teams including Amazon, Disney, Johnson & Johnson, the LA Lakers, and the Dallas Cowboys.

Beyond work, Paul cherishes time with his family, married his best friend on the field of Levi's Stadium, and has a slight obsession with bacon—just don’t make it too crispy.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

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Links:

paulepsteinspeaks.com

Take Your FREE Confidence Quiz Now

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TRP 177: Building Resilience Muscles with Scott Love

Thu, 14 Dec 2023 17:50:00 -0000

In this special solo episode of The Rainmaking Podcast, host Scott Love shares personal insights on building resilience muscles—a critical skill for professionals in business development, legal recruiting, and B2B sales. Drawing from his extensive experience as a high-stakes headhunter and professional speaker, Scott discusses the challenges of facing adversity when deals fall through or prospects choose competitors. He emphasizes that the most successful professionals excel not only in communication and persistence but also in their ability to recover quickly from setbacks. Scott introduces his "Seven-Step Daily Motivation Ritual," a framework designed to help professionals regain peak performance and maintain motivation, even after disappointing outcomes.

Key topics include setting ultimate career and income goals, visualizing future success through sensory-rich scenarios, and using positive mantras to foster a peak performance mindset. Scott explains how professionals can "pre-play" future successes and "replay" past wins to mentally prepare for challenges. He also shares his personal practice of tracking daily achievements and lessons learned in an Excel spreadsheet, allowing for reflection, pattern recognition, and continuous improvement. Additional insights include defining core values and life purpose to build confidence and align professional actions with personal motivations. This episode offers actionable strategies for professionals looking to strengthen their mental resilience, overcome adversity, and achieve sustained success in business development.

Visit: https://therainmakingpodcast.com/

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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TRP 176: Adding Value Beyond the Billable Hour With Jay Harrington and Tom Nixon

Thu, 07 Dec 2023 09:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jay Harrington and Tom Nixon, co-hosts of The Thought Leadership Project Podcast, about the crucial topic of adding value beyond the billable hour. Jay and Tom, both experts in the legal industry, share strategies for professionals looking to deepen client relationships and sustain long-term business growth. They emphasize that success in professional services goes beyond delivering billable work; it’s about building trust, understanding clients’ evolving needs, and providing consistent value over time. By proactively engaging with clients, learning their businesses, and becoming indispensable advisors, professionals can ensure client loyalty even in competitive markets.

Key topics include developing a deep understanding of clients’ business objectives, conducting regular business reviews, and segmenting clients to prioritize relationship-building efforts. Jay and Tom also highlight the importance of creating key contact lists for personalized outreach, implementing systematic processes for client engagement, and leveraging thought leadership content to maintain visibility. They discuss practical tactics such as in-person meetings, hosting webinars, providing tailored insights, and making strategic introductions. Additionally, the conversation covers gamifying business development activities to encourage consistent outreach and using marketing tools to scale relationship-building efforts. This episode provides actionable strategies for professionals aiming to enhance client retention and grow their practice by delivering value beyond the traditional billable hour.

Visit: https://therainmakingpodcast.com/

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Jay Harrington and Tom Nixon produce the Thought Leadership Project Podcast: https://www.hcommunications.biz/thethoughtleadershipproject

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

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Links:

Tom Nixon: https://www.linkedin.com/in/tnixon16/

Jay Harrington: https://www.linkedin.com/in/jayharrington/

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TRP 175: Secrets for New Managers with Chris Jones

Thu, 30 Nov 2023 09:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Chris Jones, leadership coach and expert in management development, about the essential skills and strategies new managers need to succeed. Chris shares insights from his extensive experience coaching leaders at various levels, highlighting how transitioning from an individual contributor to a management role requires a new set of competencies. He explains that the skills that make someone a top performer are not the same as those needed to lead a team effectively. Instead, new managers must learn how to delegate, build trust, and implement leadership frameworks that support team success.

Key topics include the four phases of effective delegation—direct instruction, observation and feedback, act and report, and full handoff—and how moving through these phases helps team members take full ownership of their responsibilities. Chris emphasizes the importance of regular one-on-one meetings with team members to discuss recent successes, key performance metrics, project updates, and obstacles to higher performance. He also shares actionable advice on addressing performance issues promptly, building trust through consistent communication, and leading oneself by prioritizing personal growth and accountability. This episode offers practical strategies for professionals looking to improve their leadership skills, manage teams more effectively, and drive sustainable business development.

Visit: https://therainmakingpodcast.com/

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Christopher R Jones, the founder of Authentic Leader, has over 30 years of leadership development and consultancy expertise across Fortune 500 companies in technology, associations, and HR sectors.

Christopher's passion lies in transforming new managers into authentic leaders of high-performing teams. As an established speaker, coach, and workshop facilitator. He equips new managers with practical tools, systems, and frameworks, transforming them from managers to leaders.

He has worked with clients throughout the East Coast, where he empowers management teams to foster high-performance cultures.

Christopher also offers the quarterly public program "New Leader Lab" for new managers, and he provides coaching and consultation services for leaders of management teams in their transition into a "Leader as Coach" approach.

He is the host of “The Authentic Leader Show” podcast. where he goes deep into the journey of leadership and personal effectiveness.

Christopher is from Richmond, Virginia, where he resides with his wife of 32 years, and together, they have raised three grown children.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

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

https://christopherrjones.com/

http://newleaderlab.com

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TRP 174: Your Health is your Competitive Advantage with Dr. Theresa Larson

Thu, 16 Nov 2023 22:47:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Theresa Larson, former U.S. Marine, professional speaker, and founder of Movement Rx, about how health can be a powerful competitive advantage in business. Dr. Larson emphasizes that for high-performing professionals, especially rainmakers and leaders, physical and mental health directly impact productivity, resilience, and long-term success. Drawing from her experiences in the military, athletics, and business consulting, she explains that small, consistent health improvements can significantly boost performance and help professionals show up as the best version of themselves in their careers and personal lives.

Key topics include the five essential pillars of health—sleep, nutrition, mindset training, movement (both planned and unplanned), and social support. Dr. Larson shares practical strategies for optimizing these areas, such as creating a sleep-friendly environment, prioritizing daily movement beyond workouts, and surrounding oneself with supportive, growth-oriented peers. She discusses how chronic stress and sedentary lifestyles contribute to burnout and health issues, and how proactive self-care can prevent these challenges. Additionally, Dr. Larson highlights the "domino effect" of health, where improvements in one area lead to positive changes across all aspects of life. This episode provides actionable advice for professionals looking to leverage their health as a key driver of business development and sustained performance.

Visit: https://therainmakingpodcast.com/

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Dr. Theresa Larson, or “Dr. T” as she is affectionately known, is a leading expert and advocate for well-being and strength across both personal and professional domains. She is the founder of Movement Rx*, where she and her team help individuals and organizations optimize physical and mental health. In her work, she draws from her own experience as a former Marine Corps officer who overcame severe trauma. She is passionate about helping veterans, business leaders and owners thrive in the face of challenges such as client attrition, employee retention, and scalability issues, which are often linked to compromised mental or physical well-being of leaders and employees.

Dr. T and her team are dedicated to building a community of veterans, business leaders and owners who are resilient, healthy, and happy in all they do. Dr. T is on a mission to help over 100,000 veterans, business leaders and owners improve their longevity and retain their people by 2030 by disrupting outdated leadership culture AND truly prioritizing health and well-being within their organizations.

*Movement Rx is a women-owned and service-disabled-owned small business (WOSB/SDVOSB).

Movement Rx has been recognized with the Force for Good Award, a prestigious honor that reflects their unwavering commitment to promoting healthy leadership and organizational well-being.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://movement-rx.com/theresa-larson/

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

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TRP 173: How to Get, Act, and Stay in Front of Clients with Glenn Poulos

Thu, 09 Nov 2023 09:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Glenn Poulos, veteran B2B sales professional and author of Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling. Glenn shares practical sales advice drawn from decades of experience, emphasizing how professionals can get in front of clients, act appropriately during meetings, and remain top-of-mind. He explains that successful salespeople are those who not only secure the first meeting but also ensure they are a pleasure to do business with, thereby earning repeat opportunities. Glenn discusses how his book compiles essential sales rules designed to help professionals close high-ticket deals while fostering long-term client relationships.

Key topics include the significance of the book’s title, Never Sit in the Lobby, which serves as a metaphor for staying alert and prepared during client interactions. Glenn also outlines techniques for building genuine rapport, avoiding “implied familiarity” that can damage relationships, and practicing empathy and active listening. He shares his "Punch, Perfect Pitch, and Close" strategy for structuring sales presentations that capture attention and lead to conversions. Additionally, Glenn stresses the importance of always arriving with something in hand and in mind to add value and make a memorable impression. This episode offers actionable insights for professionals looking to refine their sales approach, improve client engagement, and achieve sustainable business growth.

Visit: https://therainmakingpodcast.com/

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Glenn Poulos is the co-founder, vice president, and general manager of Gap Wireless Inc., a leading distributor for the mobile broadband wireless and test and measurement equipment markets. With over three decades of experience in sales, he has spent thousands of hours in the field or on the phone with customers and working with salespeople to help create several very successful companies.

After entering the sales field in 1985 as a technical sales rep, Glenn founded his first company, mmWave Technologies Inc., in 1991 and simultaneously served as president of Anritsu Electronics Ltd. for nine years.

Using his extensive knowledge and experience in the industry, he lectures groups on sales strategy, consumerism, and what motivates people at a raw emotional level.

Glenn lives near Toronto in Ontario, Canada, where he enjoys hiking, skiing, and playing pickleball.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Learn more at glennpoulos.com

https://glennpoulos.com/book/

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TRP 172: Sales Readiness with Aaron Gutowski

Thu, 02 Nov 2023 15:07:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Aaron Gutowski, Chief Sales Officer at Chief Outsiders, about achieving sales readiness and building scalable sales organizations. Aaron shares insights from his extensive experience working with operationally focused firms that struggle to grow beyond a certain point. He explains that “sales readiness” involves evaluating and optimizing four key areas—people, process, platform, and performance—to create a cohesive sales strategy. By aligning these areas, companies can transition from relying solely on the CEO as the rainmaker to developing a sustainable, scalable sales team.

Key topics include identifying the right attributes in successful salespeople, creating repeatable sales processes, selecting the appropriate tech stack (such as CRMs and data tools), and tracking key performance metrics like outreach and conversion rates. Aaron also shares real-world case studies, including how he helped a legal recruiting firm double its revenue by building a sales team, implementing a CRM, and establishing structured processes. He emphasizes the importance of top-of-the-funnel activities, such as increasing qualified leads and using integrated platforms like HubSpot and LinkedIn Sales Navigator. This episode provides actionable strategies for professionals looking to scale their sales operations and achieve sustained business growth.

Visit: https://therainmakingpodcast.com/

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Aaron Gutowski is the Chief Sales Officer for Chief Outsiders, a consulting company that offers fractional part time chief sales officers and chief marketing officers. A senior technology, market research, and SaaS sales management leader, Aaron brings vertical market expertise in consumer, energy, financial, legal, medical devices, pharma, and technology. A senior executive with expertise in direct sales, marketing, and operations, he recruits and retains top sales professionals, changes sales culture, and achieves operational excellence via process-driven approaches. Focused on training top-performing teams, Aaron employs activity-based measurement to boost pipeline productivity. A strategic planning veteran, he also excels at account management, campaign management, and marketing strategy.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Here is the link to the Sales Readiness Assessment.

https://surveys.chiefoutsiders.com/executive-sales-assessment?tm_campaign=Sales%20Assessment%20Campaign&utm_content=Sales%20Assessment&utm_medium=email&utm_source=email&utm_term=%7B%7B%20contact.hubspot_owner_id.email%20%7D%7D

Connect with Aaron on LinkedIn here:

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

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TRP 171: The Sales Playbook: What is it and Why you Need it with Chris Cocca

Thu, 26 Oct 2023 15:53:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Chris Cocca, president of Strategic Sales Solutions, about the importance of having a comprehensive sales playbook for driving consistency and scaling business development efforts. With over 20 years of sales leadership experience across multiple industries, Chris explains how a well-structured sales playbook helps professionals streamline their sales processes, improve efficiency, and ensure consistent messaging across teams. He emphasizes that a sales playbook is essential not only for large organizations but also for solopreneurs who need to maximize limited business development time.

Key topics include the three core elements of a sales playbook: sales strategy (defining ideal clients and aligning goals), sales story or messaging (crafting compelling client narratives to replace outdated sales pitches), and sales process (qualifying leads, understanding buyer personas, and executing a repeatable sales framework). Chris shares actionable steps for building a sales playbook, including documenting target client profiles, aligning CRM systems with the sales process, and creating personalized sales strategies that fit the organization’s unique needs. He also highlights the importance of consistency in messaging and execution, and how organizations can use sales playbooks to train teams, improve performance, and drive revenue growth. This episode provides practical guidance for professionals looking to close more sales and build scalable, efficient business development systems.

Visit: https://therainmakingpodcast.com/

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Chris Coca is the President of Strategic Sales Solutions, LLC, located in Frederick, MD, and has over 20 years of sales leadership experience across multiple industries for Fortune 500 and Mid-Size companies. As a licensed Sales Xceleration Advisor, Chris seeks to completely understand each client's unique challenges in order to design and implement a sales playbook that builds a foundation for sustained profitable growth.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://chriscoccasales.com/

https://www.linkedin.com/in/chriscocca1/

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TRP 170: Stop Listening to What Clients Say with Oscar Trimboli

Thu, 19 Oct 2023 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Oscar Trimboli, author, keynote speaker, and host of the Deep Listening podcast, about the transformative power of listening in business development. Oscar shares insights from his extensive research on workplace listening, highlighting that most professionals only hear 14% of what clients actually mean due to differences in speaking and thinking speeds. He emphasizes that successful rainmakers listen beyond the words spoken, tuning into what clients don’t say—such as their unspoken concerns, motivations, and barriers. This deeper listening approach allows professionals to uncover critical insights that lead to stronger client relationships and more profitable business outcomes.

Key topics include the science of listening, how speaking and thinking speeds affect communication, and practical strategies for listening beyond the words. Oscar introduces three powerful techniques—asking “What would make this a good conversation?”, using the prompts “Tell me more” and “And what else?”, and embracing silence to encourage clients to share deeper thoughts. He also discusses generational differences in listening habits, with older professionals more likely to interrupt and younger ones prone to digital distractions. Additionally, Oscar shares actionable tips such as scheduling meetings five minutes past the hour to give clients time to become fully present. This episode offers practical tools for professionals looking to elevate their business development skills by mastering the art of deep listening.

Visit: https://therainmakingpodcast.com/

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Oscar Trimboli is an author, host of the Apple award-winning podcast Deep Listening and a sought-after keynote speaker. Along with the Deep Listening Ambassador Community, he is on a quest to create 100 million deep listeners in the workplace. Through his work with chairs, boards of directors, and executive teams, Oscar has experienced first-hand the transformational impact leaders can have when they listen beyond words. He believes that when leadership teams focus their attention and listening, they will build organizations that create powerful legacies for the people they serve – today and, more importantly, for future generations.

Oscar is a marketing and technology industry veteran working for Microsoft, PeopleSoft, Polycom, and Vodafone. He consults with organizations, including American Express, AstraZeneca, Cisco, Google, HSBC, IAG, Montblanc, PwC, Salesforce, Sanofi, SAP, and Siemens. He is the author of how to listen – discover the hidden key to better communication – the most comprehensive book about listening in the workplace, Deep Listening – Impact beyond words and Breakthroughs: How to Confront Assumptions Oscar loves his afternoon walks with his wife, Jennie, and their dog Kilimanjaro. On the weekends, you will find him playing Lego with his grandchildren.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.oscartrimboli.com/listeningquiz/

https://www.linkedin.com/in/oscartrimboli/?originalSubdomain=au

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TRP 169: How to Overcome Imposter Syndrome Once and for all with Maureen Zappala

Thu, 12 Oct 2023 09:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Maureen Zappala, former NASA propulsion engineer and keynote speaker, about overcoming imposter syndrome in professional services. Maureen shares her personal journey of battling imposter syndrome during her 14-year career at NASA and how it impacted her confidence despite her achievements. Now a professional speaker and author, she helps high-achieving professionals overcome the self-doubt that holds them back from realizing their full potential. Maureen emphasizes that imposter syndrome is not a flaw but a mindset issue rooted in self-perception and fear of being exposed as inadequate.

Key topics include understanding the sources of imposter syndrome—such as cultural background, corporate environments, and personal experiences—and how it affects performance by causing professionals to hold back, overcompensate, or avoid new opportunities. Maureen outlines actionable strategies for overcoming imposter syndrome, including recognizing that you're not alone, challenging distorted thinking, and building supportive relationships. She highlights the importance of embracing a learning curve, redefining success, and being willing to fail in order to grow. This episode provides practical tools for professionals looking to boost their confidence, take risks, and unlock new levels of business development success.

Visit: https://therainmakingpodcast.com/

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Maureen Zappala, a former NASA propulsion engineer (aka, “rocket scientist!”) and founder of High

Altitude Strategies, is an award winning speaker, author and presentation skills coach. She works with

high-performers to overcome the secret self-doubt of Impostor Syndrome so they can match their

confidence to competence and have more influence. She lived in Cleveland for over 36 years before

moving to Las Vegas Nevada in August 2019. She can be reached at maureen@maureenz.com

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

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

https://maureenz.com/

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TRP 168: From Panic to Profit: The 6 Key Numbers that Should be Tracked in Every Firm with Brooke Lively

Thu, 05 Oct 2023 18:22:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Brooke Lively, founder of Cathedral Capital and author of From Panic to Profit, about the six key financial numbers every firm should track to ensure profitability and long-term success. Brooke explains that while professionals are often passionate about their practice areas, they may lack the business acumen needed to manage firm operations effectively. Her framework focuses on fundamental financial indicators that serve as a scorecard for operational performance and strategic decision-making.

Key topics include tracking cash flow forecasts weekly to ensure financial stability, monitoring budget versus actual reports monthly to evaluate operational performance, and assessing ideal ratios to ensure owners are compensated fairly. Brooke also highlights the importance of tracking work in progress (WIP) to maintain productivity, measuring the number of sales calls booked to predict future revenue, and monitoring net new cases to manage team capacity and forecast staffing needs. She shares real-world examples of firms that have dramatically improved profitability by implementing these metrics, along with actionable tips for making strategic adjustments. This episode provides essential guidance for professionals looking to build a profitable, data-driven business.

Visit: https://therainmakingpodcast.com/

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Brooke Lively is the CEO and Founder of Cathedral Capital. With expertise in growth management, creative problem solving, and profitability strategy, Brooke has been named ‘Top 25 Women to Watch,’ 2016 - 2020 Diversity Journal ‘Women Worth Watching’, and ‘Fort Worth’s 2016 CFO’s of the Year’. She is a highly regarded international speaker and the author of several books, including an international best-seller.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Amazon link to Brooke’s book:

https://tinyurl.com/ms9te7ds

https://cathcap.com/meet-the-team/

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

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TRP 167: The Caveman Brain Business Growth System with Dr. Jean Oursler

Thu, 28 Sep 2023 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Jean Oursler, also known as the “Results Queen,” about the Caveman Brain Business Growth System. Dr. Oursler, who holds a Ph.D. in business psychology, explains how our brain’s primitive wiring—the “caveman brain”—can sabotage business development efforts by triggering fear and self-limiting beliefs. She highlights how these mental roadblocks, rooted in culture, life experiences, parents, and childhood, often manifest as stories we tell ourselves, such as fears of being perceived as pushy or salesy. Dr. Oursler emphasizes that overcoming these stories requires creating new neural pathways by replacing negative thoughts with empowering beliefs, allowing professionals to unlock their full business development potential.

Key topics include identifying and reframing limiting beliefs, using neuroscience-based strategies to form new habits, and leveraging the four-phase Caveman Brain system: alignment, accountability, expansion, and addressing “mind junk.” Dr. Oursler shares practical techniques like writing down self-limiting thoughts, challenging whether they are facts or opinions, and focusing on an ideal client profile (“Mimi”) to streamline business development efforts. She also discusses how professionals, particularly in the legal industry, can shift from a “selling” mindset to a “helping” mindset, making business development feel more authentic and approachable. This episode provides actionable insights for professionals looking to overcome internal barriers and achieve sustainable business growth.

Visit: https://therainmakingpodcast.com/

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Dr. Jean works with financial advisors, financial planners, lawyers, accountants, entrepreneurs, and business owners to increase their new business development by 25% with just five hours a week.

Using her proven, proprietary system, that she developed by working with a Harvard Neuroscientist, The Caveman Brain Domination System is a "done for you" process that eliminates the obstacles and accelerates your success. Dr. Jean understands what it takes because she is an entrepreneur and a business owner herself. Jean's mission is to leave you better than she found you!

SPEAKING:

Dr. Jean is a speaker known for her high energy, playful but professional non-sales style. She teaches her audiences how to increase sales and keep the end game in mind. Getting REAL RESULTS!

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

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

https://cavemanbrain.com/

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TRP 166: Building Trust Through Strategic Story Telling with Jeff Bartsch

Thu, 21 Sep 2023 15:38:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jeff Bartsch, strategic storytelling expert and founder of Story Greenlight, about building trust through the power of story. Jeff, who spent 20 years shaping stories in Hollywood, explains how professionals can use storytelling as a strategic tool to earn trust and connect with prospective clients. He emphasizes that storytelling is not just about entertainment but about thoughtful communication designed for a specific audience and purpose. By understanding what clients desire, the obstacles they face, and the transformation they seek, professionals can craft stories that resonate and build meaningful relationships.

Key topics include the concept of strategic storytelling, defining stories through desire, obstacles, and change, and tailoring narratives to meet the unique needs of prospects. Jeff shares practical techniques for developing a "story bank" of client success stories, origin stories, and value-driven narratives that demonstrate expertise and build credibility. He also highlights common pitfalls in storytelling, such as telling self-serving stories or failing to connect the narrative to the client’s challenges. This episode provides actionable insights for professionals looking to use storytelling as a powerful tool for trust-building and business development.

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Jeff Bartsch is a man whose life has been a testament to the power of human connection in all its diverse forms. His journey of discovery and exploration has led him to understand that he has been studying, implementing, and teaching human connection throughout his entire life, even though it took him a long time to fully grasp this realization.

Jeff's journey began at the tender age of 4 when he started playing the piano by ear. This musical pursuit eventually evolved into classical training, serving as an early avenue for him to connect with others through the universal language of music. In his junior high years, Jeff delved into the world of multi-track recording and MIDI sequencing, further honing his ability to communicate through sound.

High school brought another dimension to Jeff's quest for connection as he ventured into the realm of video production. This new skill allowed him to express himself creatively and connect with audiences through visual storytelling. His passion for both music and communication led him to double major in Bible studies and music composition during college, a period where he continued to expand his horizons.

To support himself, Jeff embarked on a unique dual career path. On weekdays, he toiled in a lumber yard, loading semi trucks with his own hands. On weekends, he assumed the role of a radio announcer, sharing his voice and connecting with listeners in real-time.

Despite his initial aspirations to pursue film school, financial constraints steered Jeff in a different direction. He found himself in the heart of Hollywood, crafting his career as a television editor for some of the world's most prominent media outlets, including ABC, NBC, Universal, Disney, Apple, and many others. His insightful commentary on the entertainment industry earned recognition in numerous textbooks, the Associated Press, USA Today, and Time Magazine. In fact, he even authored a book titled "Edit Better: Hollywood-Tested Strategies for Powerful Video Editing."

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

storygreenlight.com/rainmaking

https://www.youtube.com/watch?v=Nrft_CFbkso

https://www.linkedin.com/in/jeff-bartsch-0265934/

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TRP 165: Uses of Artificial Intelligence in Selling with C J Webster: Adaptive Selling

Thu, 14 Sep 2023 13:27:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with C.J. Webster, tech sales expert and founder of C Webster Consulting, about the transformative role of artificial intelligence (AI) in sales and business development. C.J. shares insights on how AI is reshaping the sales landscape by helping professionals target the right prospects, refine value propositions, and mine data to uncover hidden opportunities. He emphasizes that AI enables more personalized and strategic approaches, allowing sales professionals and rainmakers to scale their efforts efficiently without sacrificing authenticity.

Key topics include practical strategies for leveraging AI in sales, such as using prompts to create customized buyer personas, developing targeted outreach campaigns, and employing AI tools like OpenAI, BARD, and CLAWD for brainstorming and content generation. C.J. discusses adaptive selling, where AI assists in understanding clients' intrinsic motivations through personality assessments and behavioral data. He also highlights the importance of grounding AI to trusted data sources to avoid inaccuracies and shares real-world examples of how AI-powered strategies have helped him build meaningful professional relationships. This episode offers actionable advice for sales professionals and rainmakers looking to integrate AI into their business development processes.

Visit: https://therainmakingpodcast.com/

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CJ Webster is passionate about law, business, and sales, and he is recognized as a Legal Tech Leader.

With a career built on his passion for law, business, and sales, CJ Webster has embraced the world of legal tech. From his early days as a court runner to leading multi-million dollar organizations, he has honed his expertise in driving success.

As the Founder of C Webster Consulting, LLC, CJ Webster is dedicated to empowering legal tech companies with data-driven strategies for competitive advantage, scalable growth, and investor attraction.

Having been a leader at a top Legal Tech company, CJ possesses extensive domain knowledge and a proven track record of generating multimillion-dollar sales gains. He brings expertise in market analysis, competitive intelligence, and strategic business development, excelling in maximizing growth and customer experience.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Go to https://www.youtube.com/@cj60secsuccesstips/shorts

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TRP 164: The Future of Rainmaking is Human Connection with Chris Schembra

Thu, 07 Sep 2023 14:55:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Chris Schembra, Wall Street Journal bestselling author of Gratitude Through Hard Times and Gratitude in Pasta, about how human connection is the future of rainmaking. Chris, known as the “gratitude guru” by USA Today, shares his expertise on fostering meaningful relationships by connecting deeply with ourselves, our teams, and our clients. He explains that only 22% of global B2B relationships report being engaged, and only 13% are fully engaged, highlighting the significant opportunity for professionals to use human connection to drive revenue and retention.

Key topics include the importance of presence and authenticity in building trust, the impact of employee engagement on customer engagement, and strategies for fostering deeper connections through inquisitive empathy. Chris introduces his “Empathy Express” framework, which leverages three core techniques: mirroring, labeling emotions, and asking insightful "what" or "how" questions to create psychological safety and trust. He also discusses how gratitude plays a crucial role in relationship-building, encouraging professionals to personalize appreciation based on clients' preferred "language of gratitude." This episode provides actionable insights for rainmakers looking to build stronger, more authentic relationships that translate into long-term business success.

Visit: https://therainmakingpodcast.com/

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Chris Schembra is a values driven, heart led author and keynote speaker on a mission to cure the epidemic of loneliness and the crisis of disconnection in the modern workplace. Drawing on hard-hitting statistics, he shines a light on the wide-ranging impact this problem has on employee wellbeing, engagement, and the overall success of organizations.

Through his experience helping spark over 500,000 co-worker relationships in the workplace, Schembra has come to understand that the macro level widespread disconnection is a symptom of a lack of deep human connection. It's this very void that amplifies burnout, exacerbates mental health challenges, and cripples employee engagement in today's organizations.

Through his 8 years of work building team building and client engagement programs, he’s observed that leaders and their teams may interact on a superficial level but are not genuinely connected to themselves, their co-workers, their customers, or their larger communities. Schembra teaches how to make a shift towards authenticity and deeper human relationships as a means to combat this issue and achieve outsized business results.

To tackle disconnection, Schembra presents a 3-step method for connection. This approach involves bringing employees into the present moment to acknowledge their humanity, diving into the past, while teaching them to express and receive authentic gratitude. He then guides them to approach the future with curiosity, questions, empathy, and inquisitiveness. This proven method, outlined in his Gratitude Experiences, transforms the method that employees interact and perceive their work.

By solving the disconnection issue, Schembra shows that the benefits are profound. It's not just about personal growth; it also results in a heightened level of engagement and productivity in the workplace. He provides compelling research and statistics, such as the significant return on investment (ROI) in emotional well-being and the role of gratitude in boosting commitment and effort among employees.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

www.chrisschembra.com

https://docs.google.com/document/d/1h-G0Jwd0zM77155Enm5lOwTptu4bHWjJQOtMLIXWlt4/edit?usp=sharing

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TRP 163: The Sales Innovation Paradox with Dr. Howard Dover

Thu, 31 Aug 2023 14:48:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Howard Dover, author of The Sales Innovation Paradox, about why technological advancements in sales have paradoxically led to decreased performance. Dr. Dover explores how the explosion of sales technologies, designed to improve efficiency, has instead resulted in overcrowded outreach strategies, diminishing returns, and frustrated buyers. He explains that while technology has enabled sales professionals to scale outreach dramatically, it has also triggered defensive behaviors among buyers, making traditional best practices less effective.

Key topics include the "Sales Innovation Paradox," where scaling sales activities leads to declining results, and the "SIP cycle" (Sales Innovation, then behavioral shift) that explains how buyers adapt to overused sales tactics. Dr. Dover shares real-world examples, including Microsoft’s successful strategy of human-assisted digital funnels that led to an 8x increase in pipeline and 10x in revenue. He also discusses how smaller companies can achieve similar results by focusing on relevancy, personalization, and understanding buyer preferences. This episode offers practical strategies for professionals looking to break through the noise and achieve sustainable business development success.

Visit: https://therainmakingpodcast.com/

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Howard Dover University of Texas at Dallas Director of the Center for Professional Sales, Clinical Professor of Marketing and Sales Coach In the past few years, Howard Dover has helped to create one of the fastest-growing University sales programs in the country. As the Director of the Center, he consults with the Center’s partners on how to best

identify, develop, and coach the rising generation now entering the business world. He also works with partner organizations to discover and deploy best practices in the ever-evolving business environment. The Alumni from his program perform better, have lower attrition, and ramp up faster than their peers as they work with Fortune 500 and start-up tech companies.

His areas of expertise include digital disruption at the intersection of sales and marketing as well as sales automation/augmentation, sales enablement, sales recruiting, sales performance, CRM and CLV modeling, and sales coaching. He has been an invited speaker at numerous Sales, Sales Educator, and Marketing Conferences. His work has been published in such journals as the Journal of Interactive Marketing, Journal of Selling, Journal of Applied Business Research, American Journal of Business Education, and Marketing Education Review.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

#utdsales

https://jindal.utdallas.edu/faculty/howard-dover/

The Sales Paradox

https://www.amazon.com/Sales-Innovation-Paradox-Harnessing-Performance/dp/1632996243/ref=sr_1_1?keywords=sales+innovation+paradox&qid=1693404833&sr=8-1

https://twitter.com/DrHDover

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TRP 162: The Psychology of Sales and Negotiation with Brian Will

Thu, 24 Aug 2023 14:43:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Brian Will, sales expert and author of No: The Psychology of Sales and Negotiation, about how professionals can master the art of sales by understanding human psychology. Brian shares insights from his decades of experience training sales teams, emphasizing that success in sales is not just about presenting a product or service but about anticipating and overcoming objections before they arise. He explains how professionals can build a structured sales process that helps clients make confident decisions without feeling pressured.

Key topics include identifying the top four objections in any sales process and addressing them proactively, using the “Three Whys and a When” framework to qualify prospects effectively, and employing active listening and connective responses to build trust with potential clients. Brian also discusses how to break down the initial wall of mistrust that most prospects have, the role of scripting in sales success, and strategies for negotiating with confidence. This episode provides actionable techniques for professionals looking to refine their sales approach and close more deals with greater ease.

Visit: https://therainmakingpodcast.com/

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Brian Will is the industry expert in sales and management consulting, and a bestselling author of the Wall Street Journal and USA Today hit book, "The Dropout: Multi-Millionaire" and his newest book “NO... The Psychology of Sales and Negotiations: 40 Lessons in Negotiations from a Street-Smart Negotiator." With over 35 years of experience as a serial entrepreneur, Brian has a proven track record of success, having created seven highly successful companies across four different industries, with a combined worth of over half a billion dollars at their peak.

Today, Brian is a visionary business leader, owning a growing chain of restaurants in the Atlanta area, an insurance and technology company in Denver, and a residential and commercial real estate business in Georgia and Florida. His expertise in turnaround projects and ability to drive billions of dollars in sales have made him a highly sought-after consultant and speaker in the business world.

Order Brian’s book here:

https://www.amazon.com/Psychology-Sales-Negotiations-negotiation-street-smart-ebook/dp/B0C52ZJB3N

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

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Links:

Instagram: https://www.instagram.com/thedropoutmm/?igshid=YmMyMTA2M2Y%3D

Facebook: https://www.facebook.com/TheDropoutMM

Linkedin: https://www.linkedin.com/in/brian-will-07823b6/

Youtube: https://www.youtube.com/channel/UCxoxEUCYLFWi90uRiEuW09A

Website: https://brianwillmedia.com/

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TRP 161: How Rainmakers Can be More Effective with Managing Cash Flow with Darren Wurz

Thu, 17 Aug 2023 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Darren Wurz, financial planner and author of The Lawyer Millionaire, about how rainmakers can improve cash flow management to build long-term financial stability. Darren explains that many high-income professionals struggle with inconsistent cash flow, lifestyle creep, and a lack of clear financial planning. He shares strategies for structuring finances in a way that ensures sustainability, security, and future wealth accumulation.

Key topics include managing cash flow fluctuations, creating a cash flow plan instead of a restrictive budget, and optimizing savings strategies to balance short-term enjoyment with long-term financial goals. Darren also discusses the importance of using tools like Mint.com to track spending, separating personal and business finances, and working with financial professionals to ensure accountability. He provides actionable steps for professionals looking to gain better control of their financial future while maintaining their current lifestyle. This episode is packed with practical advice for rainmakers who want to make smarter financial decisions.

Visit: https://therainmakingpodcast.com/

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Let’s make your dreams a reality.

To learn more, please visit TheLawyerMillionaire.com.

👉🏻P.S. Check out my free CLE: Retirement Planning Strategies for Law Firm Owners at www.retirementforlawyers.com (1.0 CLE in OH, KY, and IN)

"Plan with care. Live with courage." ®

Office: (859) 291-9879

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

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Links:

Podcast: The Lawyer Millionaire

https://podcasts.apple.com/us/podcast/the-lawyer-millionaire/id1617888607

https://www.linkedin.com/in/darren-p-wurz/

https://wurzfinancialservices.com/the-lawyer-millionaire-the-book/

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TRP 160: Money Magnetism – Removing Limiting Beliefs with Dom Bertoncini

Thu, 10 Aug 2023 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dom Bertoncini, professional hypnotist and mindset coach, about overcoming limiting beliefs to unlock financial and professional success. Dom shares his journey from selling insurance to becoming a sought-after hypnotist working with elite athletes, demonstrating how shifting mental barriers can lead to significant breakthroughs. He explains that high-performing professionals often struggle with self-imposed limitations, and by addressing these subconscious beliefs, they can elevate their performance and results.

Key topics include understanding the role of the subconscious mind in business success, using hypnosis and visualization techniques to rewire limiting beliefs, and adopting a mindset of radical responsibility. Dom discusses how professionals can take full ownership of their outcomes, reframe challenges as opportunities, and develop resilience by shifting their internal dialogue. He also shares practical exercises, such as sleep hypnosis and affirmation techniques, to reinforce positive mental conditioning. This episode provides actionable insights for professionals looking to break through mental roadblocks and achieve their full potential.

Visit: https://therainmakingpodcast.com/

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://domthehypnotist.com/hypnosis/bookacall

https://www.youtube.com/@dom.the.hypnotist

https://apps.apple.com/us/app/dom-the-hypnotist/id6448846850

https://www.linkedin.com/in/dom-the-hypnotist-a7a59344/

https://www.facebook.com/profile.php?id=100028019996575

https://www.tiktok.com/@dom.the.hypnotist?lang=en

https://www.instagram.com/dom.the.hypnotist/?hl=en

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TRP 159: Play the Long Game in Business Development with Kim Rennick

Thu, 03 Aug 2023 14:24:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Kim Rennick, Director of Client Relations at Covington & Burling, about the importance of playing the long game in business development. Kim shares insights from her extensive experience in sales, marketing, and business development at top global law firms and explains why relationships are at the heart of every successful business interaction. She emphasizes that trust and authenticity take time to develop, and professionals who focus on immediate results often miss out on long-term opportunities.

Key topics include the importance of curiosity and generosity in client relationships, avoiding transactional business development approaches, and understanding when a prospect is truly ready to buy. Kim shares real-world examples of business development failures caused by a lack of authenticity and provides actionable strategies for building relationships based on trust rather than pressure. She also discusses how COVID-19 has reshaped networking and the need to balance virtual and in-person interactions effectively. This episode offers valuable guidance for professionals looking to cultivate meaningful connections and create sustainable business growth.

Visit: https://therainmakingpodcast.com/

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Kimberly Rennick is a dynamic professional within the legal industry, boasting a comprehensive background that spans various sectors of the field. With experience encompassing diverse roles, Kimberly has showcased her expertise across different dimensions of legal practice.

Having held a prominent position in a major corporation, Kimberly excelled as an in-house representative responsible for overseeing external legal counsel. Furthermore, her journey extended to the realm of litigation, where she honed her skills as an accomplished litigator within a renowned law firm. This diverse legal exposure granted Kimberly valuable insights into the intricacies of both internal and external legal functions.

Kimberly's aptitude also extends to the commercial side of the legal sphere. Her tenure as a sales executive and consultant for a distinguished provider of intelligent legal information enabled her to forge strategic partnerships with leading firms within the AmLaw 100. Her contributions played a pivotal role in enhancing the industry's landscape by facilitating access to cutting-edge legal resources.

Currently, as the Director of Client Relations for one of the world's premier law firms, Kimberly remains instrumental in driving the firm's success amidst a competitive environment. Her adeptness in devising and executing growth-oriented strategies has been integral to achieving client retention and expansion objectives.

Notably, Kimberly Rennick stands as a trailblazer in the application of Predictive Analytics, often referred to as "Moneyball," within the legal domain. Her innovative utilization of data-driven insights has revolutionized client engagement and retention practices. By leveraging predictive analytics, Kimberly has pioneered an approach that not only anticipates client needs but also propels forward the realm of client-focused legal services.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

linkedin.com/in/kimberly-rennick-a39a8b1a

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TRP 158: Strengthening New Client Relationships with Sean Doyle

Thu, 27 Jul 2023 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Sean Doyle, B2B sales and marketing strategist and author of Shift: 19 Practical Business-Driven Ideas for an Executive in Charge of Marketing but Not Trained for the Task, about strengthening new client relationships. Sean shares insights on how professionals can improve client retention by understanding behavioral decision-making patterns and addressing common pitfalls in business development. He explains that professionals often invest significant time in acquiring new clients but fail to nurture the relationship after closing the deal, leading to client churn.

Key topics include recognizing key moments of buyer hesitation, overcoming buyer’s remorse, and leveraging behavioral science to reinforce the value of a client’s decision to work with you. Sean introduces the concept of "centricity," a framework that helps professionals align their sales, marketing, and customer success efforts to improve client engagement and long-term retention. He also discusses the importance of follow-up strategies, tracking why clients choose to work with you, and using data-driven insights to enhance business development. This episode provides actionable strategies for professionals looking to build stronger, long-lasting client relationships.

Visit: https://therainmakingpodcast.com/

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Sean has spent the last 30+ years running a B2B sales and marketing consultancy helping executives of businesses grow and overcome sales and marketing barriers based on groundbreaking research in behavioral change. He's an author, speaker, and advisor for emerging middle-market businesses. Sean's expertise has helped executives of $5MM to $150MM companies scale their businesses and better leverage marketing through a comprehensive understanding of how buyers progress from unaware to advocacy.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.fitzmartin.com/

https://seanmdoyle.com/

Buy Sean’s book here:

https://www.amazon.com/Shift-Practical-Business-Driven-Executive-Marketing/dp/1605440574

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TRP 157: What BD Team Leaders Need to Know About Maximizing Performance with Anna Rappaport

Thu, 20 Jul 2023 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Anna Rappaport, business development coach and former attorney, about how leaders of business development teams can maximize performance. Anna introduces the Six Working Geniuses, a tool developed by Patrick Lencioni, which helps professionals identify their strengths and align their work with what gives them energy. She explains how understanding these six "geniuses" can improve collaboration, streamline business development efforts, and help teams work more efficiently.

Key topics include defining the six working geniuses—Wonder, Invention, Discernment, Galvanizing, Enablement, and Tenacity—and how recognizing these strengths can improve team dynamics. Anna discusses how business development leaders can use this framework to assign tasks based on natural strengths, leading to greater productivity and job satisfaction. She also shares insights on how law firms and professional service firms can leverage this tool to drive growth, foster engagement, and ensure projects move forward smoothly. This episode provides actionable strategies for professionals looking to enhance their leadership skills and optimize their team’s performance.

Visit: https://therainmakingpodcast.com/

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Anna Rappaport, JD, PCC, is a former lawyer with 23 years of experience coaching attorneys and 11 years of experience mentoring and training other coaches. As an executive coach, Anna serves as a sounding board, focusing partner, and strategic resource. She assists clients to create strategic, business, and career plans suited to their strengths and preferences; finding the time and energy to implement these plans; and enhancing business communications. Anna has spoken at numerous conferences and provided workshops to law firms both in the U.S. and abroad. She is a contributor to The National Law Review and Law Practice Today.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.excellerationcoaching.com/anna-rappaport-lawyer-coach

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TRP 156: Creating a Business Plan with Stewart Hirsch

Thu, 13 Jul 2023 14:49:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Stewart Hirsch, business development coach and former attorney, about the importance of creating an effective business plan for professionals. Stewart explains that a well-structured business plan is more than just setting goals—it’s a roadmap that outlines specific actions, fosters accountability, and ensures steady progress toward professional growth. He emphasizes that business development should be intentional, aligning personal and professional goals for sustainable success.

Key topics include the three essential components of a business plan—firm-related objectives, personal development, and business development strategies. Stewart discusses how professionals can break down their goals into actionable steps, the importance of tracking progress regularly, and how to create a plan that is both structured and flexible. He also shares insights on avoiding common pitfalls, such as setting unrealistic goals or overcomplicating the process, and highlights the value of trust-based relationship building in business development. This episode provides a practical framework for professionals looking to take control of their career trajectory and create a plan that delivers measurable results.

Visit: https://therainmakingpodcast.com/

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Stewart Hirsch has over twenty years of experience in coaching and professional development. In addition to coaching since 1994, Stewart practiced law for twenty-one years – until 2001, in law firms and in-house, including TJX, Staples, Welch’s and others. As an attorney, he regularly worked with and advised senior executives and took a lead role with teams on several business initiatives.

As an executive and leadership coach, Stewart works with C-Suite and other executives as a sounding board, and strategic and tactical thought partner, in addition to assisting with communications and relationship building. Stewart has coached hundreds of lawyers and other professionals to increase business. He has spoken at numerous domestic and international conferences, and designed and delivered single and multi-session highly interactive workshops to professional services firms throughout the US.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://strategicrelationships.com/

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

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TRP 155: Mid Year Goal Setting with Scott Love

Thu, 06 Jul 2023 14:10:00 -0000

In this special episode of The Rainmaking Podcast, host Scott Love takes the mic solo to share practical strategies for assessing progress and setting goals for the second half of the year. Scott draws on lessons from his time at the U.S. Naval Academy, using navigation techniques as a metaphor for goal setting. He explains how professionals can course-correct mid-year by evaluating their current trajectory and making adjustments to ensure they reach their desired outcomes.

Key topics include setting measurable annual goals across six key areas—business, personal finances, family, physical health, recreation, and mental well-being—along with strategies for tracking progress and staying accountable. Scott emphasizes the power of documenting key performance indicators, recognizing daily achievements, and learning from past mistakes to improve future performance. He also shares insights on personal development, the importance of intentional networking, and how professionals can build habits that lead to long-term success. This episode provides a step-by-step framework for professionals looking to refocus and finish the year strong.

Visit: https://therainmakingpodcast.com/

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Scott Love is the founder of The Attorney Search Group, a leading legal recruiting firm which focuses on placing partners in global law firms, and the producer of The Rainmaking Podcast. In addition to recruiting in the legal industry, he speaks at business conferences on the topics of sales and recruiting and also advises recruiting firms as a credentialed expert in his industry. He is the author of Why They Follow, Co-Author of Rainmaker Confidential, and has been quoted in Forbes, the Wall Street Journal, Bloomberg, The American Lawyer, and dozens of business publications across the globe. He is a graduate of the United States Naval Academy in Annapolis, Maryland, and served as a surface warfare officer in the United States Navy.

www.attorneysearchgroup.com

Bullet Points from the show:

Goal Categories:

1. Business

2. Personal Finances

3. Family

4. Physical Fitness

5. Recreational

6. Mental Health

Recruiters, get over 20 hours of free recruiter training and access to our free Recruiting Workshops by joining www.theplacementclub.com. Free to join.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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TRP 154: Mental Health and the Economic Impact of Rainmakers with Renee Branson

Thu, 29 Jun 2023 15:18:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Renee Branson, certified resilience coach and mental health expert, about the economic impact of mental health on rainmakers. Renee explains that mental well-being is directly linked to professional performance, client relationships, and business development success. She emphasizes that while discussions around mental health have become more normalized, many professionals still struggle with burnout, stress, and the high-pressure demands of their careers.

Key topics include the role of resilience in preventing burnout, how law firms and professional organizations can support well-being, and the financial costs of attrition when mental health is ignored. Renee also discusses how leaders can create a culture of openness, implement policies that promote mental wellness, and provide tangible support for their teams. She shares actionable strategies for individuals and firms to improve resilience, foster engagement, and retain top talent. This episode offers valuable insights for professionals looking to prioritize mental health while driving long-term success.

Visit: https://therainmakingpodcast.com/

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RB Consulting was created to bring the power of resilience into the workplace so that people could cultivate mental well-being and organizations could maintain high-performing teams.

Combining over 20 years as a mental health professional, educator, and non-profit executive, my passion and purpose is helping individuals, teams, and organizations cultivate resilience. After years of working with survivors of trauma and the caregivers who help heal them, I have learned what allows people to not only survive but thrive through their greatest crisis. The answer is resilience. Resilience is the ability to not merely bounce back from crisis, challenge, or change; it is the ability to bounce forward with growth and adaptability.

It is not only trauma survivors and their caregivers who experience the impact of toxic and chronic stress. It can impact anyone in any profession. In recent years, the legal profession has begun to seek changes that minimize the damage caused by toxic stress, burnout, addictions, and mental health concerns. The same is true for other high-risk professions such as the finance, healthcare and non-profit sectors.

As a Certified Resilience Coach (CReC) with a master's degree in counseling psychology, I provide clients with immediately usable tools to increase resilience, well-being, and optimism in the workplace. I work with lawyers, legal marketers, business professionals, non-profit leaders, and others to help them understand and incorporate resilience in their own professional lives and in the teams they lead.

I administer the resilience assessments, presentations, and workshops on The Resilience Library™ for professionals and business organizations. These include law firms, practice groups, non-profits, and business teams within an organization. This allows leaders to address organizational strengths and weaknesses and to implement growth plans through coaching, consultation, and app-based tools.

Common Use Case Scenarios:

-On-boarding new associates

-Newly formed teams/divisions

-Management training programs

-Organizational restructuring, mergers, large-scale organizational change

-Crisis recovery

-Underperforming/dysfunctional teams

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://reneebranson.blog/

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

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TRP 153: Executing Great Discovery Calls with Don Kelly

Thu, 22 Jun 2023 20:55:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Don Kelly, sales expert and founder of The Sales Evangelist, about mastering discovery calls to improve client conversations and close more deals. Don shares his insights on why discovery calls should be treated as a mutual research process rather than just a sales qualification tool. He explains that prospects often don’t fully understand how to buy, and the best sales professionals act as trusted guides, helping them navigate the decision-making process with clarity and confidence.

Key topics include the importance of structuring discovery calls with a clear roadmap, asking insightful questions to uncover client needs, and using visual tools to simplify complex sales processes. Don also discusses how to avoid common pitfalls such as overwhelming prospects with too much information, assuming they understand industry jargon, and failing to control the flow of the conversation. He shares actionable strategies for using storytelling, creating decision guides, and positioning yourself as a consultant rather than a salesperson. This episode provides a powerful framework for professionals looking to improve their sales approach and build stronger client relationships.

Visit: https://therainmakingpodcast.com/

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Don Kelly struggled as a new B2B sales professional. Fortunately, he was able to receive the proper training and guidance which has led to his success as a software seller and the formation of The Sales Evangelist as one of the world's leading sales education organizations.

Visit the sales tips section of his website:

https://thesalesevangelist.com/sales-tips-2/

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

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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TRP 152: The Importance of Having a BD Plan in Place with Margaret Burke

Thu, 15 Jun 2023 19:11:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Margaret Burke, founder of MB Law, about the importance of having a structured business development plan for long-term success. Margaret, who has decades of experience consulting with law firms, shares insights on how attorneys and professionals can create a simple yet effective plan to grow their business. She explains that many professionals neglect business development due to time constraints or perfectionism, but a well-executed plan can make client acquisition more consistent and strategic.

Key topics include leveraging Google reviews, maintaining an active social media presence, and crafting a website that clearly communicates the value provided to clients. Margaret also discusses the importance of tracking and nurturing key relationships, staying in touch with referral sources, and setting aside time each week for business development activities. She shares practical strategies for making small, manageable improvements that lead to long-term growth. This episode offers a step-by-step approach for professionals looking to take control of their business development efforts and create sustainable success.

Visit: https://therainmakingpodcast.com/

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Margaret Burke, President and Founder of MB Law, has decades of experience consulting with lawyers, Partners, and small to midsize law firms. She specializes in managing operations, finance, HR, IT, and business development to improve law firm operations, streamline processes, and scale revenue. She has advised and led acquisitions, relocations, succession planning, restructuring, and start-ups.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.mblawconsulting.com

https://www.linkedin.com/in/margaret-t-burke/

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TRP 151: Making Effective BD Presentations for Lawyers with Val Madamba

Thu, 08 Jun 2023 14:31:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Val Madamba, regulatory lawyer turned presentation coach, about how professionals can craft engaging and effective business development presentations. Val shares insights from her experience as a former FDA, Big Law, and in-house lawyer, explaining how professionals can use presentations not just to inform, but to connect with and persuade their audience. She emphasizes that a well-structured presentation demonstrates expertise, builds credibility, and positions the speaker as the ideal partner for potential clients.

Key topics include how to structure a presentation with a clear outcome in mind, the importance of storytelling in making legal and technical topics compelling, and strategies for tailoring content to different audiences, from general counsel to industry-specific conferences. Val also shares actionable steps such as developing a "story bank" to collect and refine relevant anecdotes, using audience research to shape messaging, and ensuring presentations offer practical takeaways. This episode provides valuable insights for professionals looking to elevate their presentation skills and turn speaking engagements into business development opportunities.

Visit: https://therainmakingpodcast.com/

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Regulatory lawyer turned presentation coach

“As a former FDA, Biglaw, and in-house lawyer, I know just how to translate legal and regulatory needs to the language of business - and just how to break through to your most demanding clients and stakeholders.

With over 15+ years in practice, consulting, and training, I've heard - and delivered! - my share of boring, conventional presentations. We all know there's a better, more persuasive, and far more sustainable way to communicate.

I've studied and refined the art of creating legal presentations that engage every audience and do justice to each speaker's unique expertise.

And I can't wait to help you present your most powerful voice yet.”

Links:

https://www.valeriemadamba.com/

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

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TRP 150: Mistakes to Avoid when Considering a Move with Tina Solis

Thu, 01 Jun 2023 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Tina Solis, partner at Nixon Peabody, about the legal and ethical considerations attorneys must navigate when making a lateral move. Tina specializes in trade secrets, unfair competition, and professional responsibility issues, particularly when lawyers transition from one firm to another. She shares critical insights into the risks, contractual obligations, and best practices for making a smooth and compliant move.

Key topics include understanding partnership and employment agreements, recognizing clawback provisions and financial implications, and navigating ethical rules regarding client communication. Tina also discusses the fiduciary responsibilities attorneys have to their current firms, common mistakes that can lead to legal disputes, and the proper procedures for notifying clients and colleagues. She highlights the importance of working with recruiters and ethics counsel to avoid missteps that could impact a lawyer’s career and reputation. This episode provides essential guidance for attorneys considering a move and looking to minimize risk while preserving professional relationships.

Visit: https://therainmakingpodcast.com/

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Tina Solis advises businesses on issues involving trade secrets, unfair competition, and complex commercial litigation in state and federal courts. She also counsels lawyers and law firms on professional responsibility issues. Tina regularly represents regulators in federal court litigation related to the failure of banks.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.linkedin.com/in/tina-solis-39538116/

https://www.nixonpeabody.com/people/solis-tina-b

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TRP 149: Turning a Cold E-mail into a Hot Profit with Nick Hill

Thu, 25 May 2023 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Nick Hill, digital marketing expert and founder of MyConversation, about how professionals can turn cold emails into profitable business opportunities. Nick shares his insights on why cold outreach isn’t inherently annoying—it only feels that way when it’s done poorly. He explains that the key to successful cold emails is relevance, personalization, and strategic follow-ups that start conversations rather than push for immediate sales.

Key topics include the importance of targeting the right audience, using high-quality data to ensure emails reach the correct recipients, and crafting messages with an "assumptive tone" to spark engagement. Nick also discusses the dangers of “proposing on the first date” in sales outreach and how professionals can instead build relationships through valuable content, insightful questions, and personalized messaging. He highlights the role of AI in optimizing outreach strategies and provides actionable steps for improving response rates and converting cold leads into warm prospects. This episode is packed with practical strategies for professionals looking to refine their email marketing and business development efforts.

Visit: https://therainmakingpodcast.com/

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Co-Founder of MyConversation.ai

At MyConversation we've used over 30 years of experience of B2B sales & marketing, solving problems through technology, and driving revenue for our own businesses, to combine our humanized & compliant technology with a team of experts who understand how to start conversations with your ideal clients & partners.

There are three key steps to doing this:

1 - Understanding your ideal client and how to get their attention (AVATAR)

2 - Knowing where to find them and how to contact them (TARGETING)

3 - Saying the right thing at the right time to start the conversation (MESSAGING)

By analyzing extensive campaign/contact data across multiple industries for multiple clients, we're able to create optimized & humanized campaigns that provide the right information to help informed buyers say yes to your products/services (at a much lower investment than hiring an SDR).

Email support@myconversation.ai if you'd like to learn more.

Links

https://www.linkedin.com/in/nicholas-hill-b155494a/

https://www.myconversation.ai/

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TRP 148: Attracting Better Clients with Davina Frederick

Thu, 18 May 2023 16:01:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Davina Frederick, business coach and founder of Wealthy Woman Lawyer, about how professionals can attract better clients by refining their marketing message and defining their ideal client profile. Davina shares insights on how law firm owners, particularly women, can scale their businesses by identifying the clients they truly want to work with—those who pay well, respect their time, and align with their values. She explains that professionals don’t have to tolerate difficult clients and can proactively shape their client base through intentional marketing and positioning.

Key topics include how to determine what makes a client "better" based on financial viability, compatibility, and service alignment, shifting marketing messaging to attract ideal clients, and overcoming money mindset challenges that prevent professionals from charging what they’re worth. Davina also discusses leveraging automation, refining business processes, and building a brand that naturally draws in high-value clients. This episode provides actionable strategies for law firm owners and service professionals looking to work with clients who align with their business and personal goals.

Visit: https://therainmakingpodcast.com/

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For almost a decade, Davina Frederick has helped hundreds of women law firm owners increase their revenue (and profits!) by 30, 40, 50, and even 250 percent. She believes there's a way to wealth that doesn't sacrifice wellness.

She knows this because she has lived it.

Davina founded and grew her own successful law firm business with $5,000 in startup capital, $80,000 in student loan debt, and no backup plan. But she was hungry to succeed and confident that it was the right move. She hired an assistant, upgraded her office, added hundreds of clients, and drove revenue higher and higher. She was living the dream. But there was one problem:

She was miserable.

Davina was not just a litigator. She was the senior partner, managing attorney, firm administrator, and unofficial therapist for her clients and her team. She was depleted. Her marriage and health were unraveling. She started to worry she was going to drop dead from cardiac arrest before she found a solution.

Hitting rock bottom forced her to think about what she wanted. She realized that what she wanted was more than just money. It was space. Flexibility to work when, where, and how much she wanted. Freedom to take time off without her business falling apart.

So she took a leap: she launched a virtual law firm business with the help of a mentor who introduced her to the life-changing power of coaching.

Her coach taught her that she could design a law firm that didn't destroy her life and health. In fact, it could enhance it. This changed everything. Davina built a business that ran itself. She worked less. She earned more. She took time off, and the business churned on.

And now she takes everything she's learned, and she teaches other women law firm owners to do the same.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.wealthywomanlawyer.com/

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

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TRP 147: How the BD Process is Broken and What Rainmakers Can Do About It with Bruce LaFetra

Thu, 11 May 2023 17:11:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Bruce LaFetra, business development strategist and "The Client Whisperer," about why the traditional business development process is broken and how rainmakers can fix it. Bruce explains that professionals often focus too much on selling their expertise rather than understanding how their services improve a client’s business. He shares how shifting the focus from “what we do” to “how we help” can simplify business development, differentiate professionals from competitors, and attract more ideal clients.

Key topics include the importance of thinking like your best clients, redefining referrals as a process rather than a one-time event, and creating alignment between business development messaging and client expectations. Bruce also discusses how law firms and professional service providers can improve their approach by engaging in deeper conversations with clients, identifying their real needs, and positioning themselves as trusted advisors rather than just service providers. This episode provides practical strategies for professionals looking to refine their rainmaking approach and build more meaningful, long-term client relationships.

Visit: https://therainmakingpodcast.com/

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Bruce La Fetra is a business development catalyst and speaker working with attorneys and law firms to fundamentally change how and who generates business. Focusing on its Best Clients sets in motion a virtuous cycle where revenue grows, profitability increases, and the business development cycle shortens as the firm attracts more of its Best Clients.

Clients call Bruce The Client Whisperer because he interviews a firm's Best Clients to reverse-engineer that firm's secret sauce and gain highly credible and actionable insights.

Bruce consults with small to mid-sized law firms, coaches individual attorneys, speaks to firms retreats, and Managing Partner peer groups.

Bruce earned a degree in Economics, cum laude, from Claremont McKenna College and an MBA from the Tuck School at Dartmouth College. He is also a trained facilitator. Bruce isn't an attorney, but he is married to one.

Bruce La Fetra

The Client Whisperer

Eastwood Strategy

Bruce@EastwoodStrategy.com

(865) 230-9900 (call/text)

https://LinkedIn.com/in/brucelafetra

short whitepaper outlining my approach with 3 quick wins ==> https://EastwoodStrategy.com/TRP

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

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TRP 146: Using Linkedin to Build Your Book of Business with Alay Yajnik

Fri, 05 May 2023 13:14:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Alay Yajnik, business development coach and founder of LinkedIn for Lawyers, about how professionals can leverage LinkedIn to grow their book of business. Alay explains that many attorneys and service professionals overlook LinkedIn as a business development tool, often seeing it only as a job search platform. He shares how professionals can use LinkedIn strategically to build relationships, generate referrals, and position themselves as thought leaders in their industry.

Key topics include defining a clear LinkedIn strategy, optimizing your profile for business development, and focusing on referral sources rather than direct client outreach. Alay highlights the importance of building an audience, engaging with targeted content, and maintaining consistent activity to stay top of mind with potential clients and referral partners. He also shares actionable steps such as segmenting connections, leveraging influencer relationships, and creating engaging content that attracts the right audience. This episode offers a structured approach for professionals looking to use LinkedIn effectively to drive business growth.

Visit: https://therainmakingpodcast.com/

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My firm enables law firms and attorneys to grow their income, take more time off, and reduce their stress. We equip our clients with the clarity, capabilities, and confidence to build their Perfect Practice: the income they want, the time off that they need, while dramatically reducing the stress that is wrecking their quality of life. My book, "Staffing Up: The Attorney's Guide to Attracting Top Talent", is available on Amazon. My Biz Dev podcast, Lawyer Business Advantage, is available wherever you listen.

What Makes Me Different:

My "secret"? I'm not a lawyer. I'm a Silicon Valley M.B.A. who has led a $100+ million service business and built a $5+ million service business from the ground up. I put this experience to use with our law firm clients. When working with us, clients can expect an experience similar to what one would expect from a great athletic coach:

✔ Insight & Inspiration

✔ Knowledge & Tools

✔ Accountability & Motivation

✔ The occasional "push"

✔ Rapid Results

Specialties Include:

Law Firm Growth Strategy, Business Development Consultant, Law Firm Consultant, Practice Management Consultant, Lawyer Coach, Law Firm Marketing Consultant , Law Firm Growth Expert

Check out our website for free resources and more info to boost your practice: lawfirmsuccessgroup.com

Linkedinforlawyers.net

lawfirmsuccessgroup.com

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

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

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TRP 145: Best Practices In Law Firm Business Development and Marketing, with Deborah Farone

Thu, 27 Apr 2023 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Deborah Farone, legal marketing expert and author of Best Practices in Law Firm Business Development and Marketing, about how law firms can refine their marketing and business development strategies to stay competitive. Deborah shares insights from her extensive experience as a former CMO and consultant, highlighting the common pitfalls firms face when trying to generate new business and the importance of having a strategic, long-term approach.

Key topics include why not all partners are naturally skilled at business development and how firms can provide the right training and support, the importance of role models in shaping a firm’s rainmaking culture, and how firms often jump into marketing tactics without a clear plan. Deborah also discusses the power of strategic networking, the role of business development training in law firm retreats, and how professionals can build and sustain valuable client relationships. This episode provides actionable strategies for law firm leaders and professionals looking to elevate their marketing efforts and generate meaningful client growth.

Visit: https://therainmakingpodcast.com/

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Deborah Farone has had the unique opportunity to play a role in developing the best practices in law firm marketing by working with the most respected and demanding professionals in the world.

Her advisory practice focuses on helping professional service firms and individual lawyers in the US and abroad with their marketing strategy and department creation. She is known for business development training and development and strategic planning, as well as speaking at law firm partner retreats and workshops on related topics.

Deborah is the author of the best-selling legal marketing book, “Best Practices: Marketing and Business Development for Law Firms” (PLI 2019), a work based on more than 60 interviews with successful law firm leaders and marketers, general counsel, and innovators in the profession.

Over the past two decades, Ms. Farone has carved out a niche by distinguishing herself as the chief marketing officer of two of the United States’ most prestigious law firms, Cravath Swaine & Moore LLP and Debevoise & Plimpton LLP. Prior to diving into the legal marketing profession, she honed her business development and communications skills by working at the global management consulting firm Towers Perrin, now Willis Towers Watson, In her early days, she worked both in the new business department and as an account executive at Ketchum Communications, where she represented a large publicly-owned, technology-based toy company based in South San Francisco.

Ms. Farone has been involved in the academic arena. She recently spoke at University of Pennsylvania’s Carey Law School, Cornell Law School, and Fordham Law School, and she has served as an adjunct Assistant Professor on the faculty of New York University. While at NYU, she developed and taught several courses, including “Effective Marketing and Public Relations for Professional Service Companies” and “Marketing and Public Relations for Law Firms,” the first course of its kind offered by a major university to ensure that law firms were creating operational business development departments.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

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

Order Deborah’s book Best Practices in Law Firm Business Development and Marketing here:

https://deborahfarone.com/best-practices/

For other resources and articles from Deborah, click here: https://linktr.ee/DeborahFarone

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TRP 144: How to Create a Workplace Culture that Stimulates Productivity and Profits, with Frank Kitchen

Thu, 20 Apr 2023 14:01:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Frank Kitchen, professional speaker and workplace culture expert, about how organizations can create a work environment that stimulates productivity and profits. Frank, known as the “Mindset Master Chef,” shares his insights on crafting a workplace culture where employees feel valued, engaged, and motivated to contribute at their highest levels. He emphasizes that culture is not just about leadership decisions but about fostering an environment where everyone can grow both personally and professionally.

Key topics include defining workplace culture as an environment that stimulates growth, fostering collaboration between leadership and employees, and modeling behaviors that encourage contribution and engagement. Frank shares practical strategies for leaders to build trust, integrate new employees effectively, and retain top talent by focusing on development and mentorship. He also introduces the concept of “living fresh,” where organizations commit to helping employees achieve their personal and professional goals, creating a workplace people hunger to be a part of. This episode provides actionable insights for leaders looking to build a culture that drives both success and satisfaction.

Visit: https://therainmakingpodcast.com/

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Frank Kitchen, CSP is “The Mindset Master Chef. He works with Organizations around the world Organizations who want to Create a Workplace Culture their People Hunger For! Based in Phoenix, Arizona. Frank speaks on crafting the mindset needed to stimulate a workplace culture that positively impacts career advancement, productivity, and profits. He is a highly requested Keynote Speaker who recently was recognized as one of the top Professional Speakers in the world by earning his Certified Speaking Professional (CSP) designation from the National Speakers Association. Frank's "Kitchen Inspired" programs have been shared with professional associations, corporations, schools, colleges, universities, nonprofits, and civic groups around the world. When he isn’t speaking, Frank practices what he teaches. He currently serves as a volunteer and Board Chair for the Non-Profit organization Hustle PHX. Their team of staff and volunteers provide aspiring entrepreneurs in underserved urban communities with the resources needed to start and operate thriving businesses. To invite Frank to work with your team, please visit www.frankkitchen.com and learn more about his Keynote Speeches, Coaching Programs, and Books.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links

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

www.frankkitchen.com

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TRP 143: How to Attract New Clients with Jim Ries

Thu, 13 Apr 2023 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jim Ries, Director of Business Development at Offit Kurman, about proven strategies for attracting new clients. Jim shares his approach to business development, emphasizing the importance of proactive networking, consistent touchpoints, and positioning oneself as a valuable resource. He explains that building meaningful relationships—not just selling—is the key to long-term client acquisition.

Key topics include leveraging in-person networking events by partnering with complementary professional service providers, creating structured virtual networking opportunities, and maintaining an active LinkedIn presence with relevant content. Jim also discusses the importance of consistently staying in front of prospects through newsletters, industry events, and personalized outreach. He highlights how business owners are often underserved by their current service providers, creating a prime opportunity for professionals to step in and build trust. This episode provides actionable insights for professionals looking to expand their client base through relationship-driven business development.

Visit: https://therainmakingpodcast.com/

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As Director of Business Development, Jim Ries drives revenue growth for Offit Kurman by helping business leaders and families of wealth address some of their most difficult challenges. Jim has access to a deep network of over 270 attorneys, and he is able to connect his clients to the right attorney who can resolve their legal disputes and protect their assets. Jim is a master networker, and his high-level connections call him for solutions when they don’t know who to call. Let Jim be your Legal Concierge.

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

Subscribe to Jim’s newsletter:

https://offitkurman.com/java-with-jim/

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

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TRP 142: Exactly What to Say, Part Two, With Phil Jones

Thu, 06 Apr 2023 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Phil Jones, internationally acclaimed author and sales expert, about the power of using the right words to influence and persuade in business conversations. Phil, author of Exactly What to Say, shares how professionals can craft effective messaging that drives results by being intentional with their language. He explains that the difference between good and great salespeople often comes down to word choices and the ability to anticipate objections before they arise.

Key topics include the importance of pre-planning conversations rather than improvising, recognizing and addressing known objections early, and focusing on three critical conversations: one personal, one leadership-related, and one revenue-generating. Phil introduces techniques to help professionals refine their communication, structure conversations to avoid resistance, and build trust through strategic questioning. He also discusses how organizations can integrate these skills into their culture to improve business development and client engagement. This episode offers valuable insights for anyone looking to improve their influence and close more deals with precision and confidence.

Visit: https://therainmakingpodcast.com/

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You can read about Phil here:

https://www.philmjones.com/

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

Phil’s books: https://www.amazon.com/Exactly-What-Say-Influence-Impact/dp/1989025005/ref=sr_1_1?ie=UTF8&qid=1539165871&sr=8-1&keywords=phil+m+jones

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

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TRP 141: Strategic Account Management with Silvia Coulter

Thu, 30 Mar 2023 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Silvia Coulter, co-founding principal of LawVision, about strategic account management and how law firms and professional service providers can strengthen client relationships to drive long-term revenue growth. Silvia explains that firms often overlook the importance of proactively managing key client accounts, instead relying on passive relationship-building. She shares proven strategies for implementing a structured approach to client retention and expansion.

Key topics include understanding a client’s business goals, aligning services with their strategic needs, and expanding relationships within an organization by identifying key decision-makers. Silvia also discusses the biggest challenges firms face when implementing strategic account management, such as internal resistance, lack of planning, and misalignment between client expectations and firm capabilities. She provides actionable steps for firms to build successful account management strategies, ensuring that clients remain engaged and satisfied. Whether you're in law, accounting, or consulting, this episode offers valuable insights into improving client loyalty and generating sustainable business growth.

Visit: https://therainmakingpodcast.com/

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Silvia Coulter is a Co-founding Principal of LawVision. Silvia is widely regarded as one of the legal industry’s most experienced sales, key client planning, and leadership experts. Her experience includes working as a former strategic account executive and sales leader at a Fortune 50 company, a chief marketing and business development officer at two global law firms, and a consultant and facilitator to firms across the globe.

Law firm leaders rely on Silvia’s experience and assistance with leadership development, strategic account analysis and planning, and business development strategy. She is a co-founder of the Legal Sales and Service Organization (Legalsales.org), a Past Elected President of the Legal Marketing Association, and an elected Fellow of the College of Law Practice Management. Silvia is the co-founder of BizDevGals, a certified businesswoman enterprise, to help women in professional services to achieve their revenue goals. She is a frequent speaker and facilitator at law firm retreats and legal industry meetings.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://lawvision.com/consultants/silvia-l-coulter/

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

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TRP 140: Who Do You Need to Meet? with Rob Thomas

Thu, 23 Mar 2023 13:37:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Rob Thomas, networking expert and author of Who Do You Need to Meet?, about how professionals can strategically build relationships that drive business growth. Rob shares his proven system for identifying and connecting with the right people, emphasizing that networking should be intentional, not accidental. He explains how professionals can refine their approach to make valuable connections that lead to long-term opportunities.

Key topics include the importance of defining your ideal contacts, leveraging existing relationships to gain introductions, and maximizing in-person and virtual networking opportunities. Rob discusses how to approach networking events with a strategy, the role of LinkedIn in making meaningful connections, and why following up effectively is crucial for long-term success. He also shares insights on refining your network by eliminating non-productive connections and focusing on high-value relationships. This episode provides actionable strategies for professionals looking to expand their influence and build a network that generates business opportunities.

Visit: https://therainmakingpodcast.com/

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Rob Thomas is the Founder and President of RobThomasGLOBAL, and the creator of the Rob Thomas Method (RTM). He is an entrepreneur and the author of his book entitled, “Who Do You NEED to Meet? As an Executive Coach, and a dynamic public speaker, Rob works with business professionals of all kinds to help them enhance their networking skills to help them achieve business and personal success. Through his unique brand of networking, built on the age-old adage, “It’s not what you know, but who you know,” Rob teaches and coaches business owners, senior executives, sales professionals, and entrepreneurs on how to Identify, Maximize, Refine and Nurture your network of contacts. He is also the Director of Networking for the New York City Chapter of the National Speakers Association.

Rob lives in Milford, Connecticut with his wife Jen, and his two sons, Christopher and Luke.

A few interesting facts about Rob: first, he can’t sing or play the guitar, but he did work at Walt Disney World and is an Eagle Scout.

All roads lead to www.robthomasglobal.com for more information and social media tags.

https://www.linkedin.com/in/robert-l-thomas/

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

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TRP 139: The Value and Importance of Emotional Intelligence with Phil Johnson

Thu, 16 Mar 2023 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Phil Johnson, executive coach and author of The Servant Warrior Leader, about the power of emotional intelligence in leadership and business development. Phil explains that emotional intelligence is not just about managing emotions but about overcoming fear and resistance to change. He shares how professionals can develop self-awareness, build trust, and inspire discretionary effort from their teams and clients to achieve greater success.

Key topics include understanding how emotional intelligence impacts leadership, the science behind energy exchange in relationships, and the role of mirror neurons in building trust and influence. Phil discusses how professionals unconsciously give away their energy and how they can reclaim it to become more effective leaders. He also covers practical strategies for overcoming resistance to change, shifting from ego-driven interactions to authentic leadership, and fostering a high-trust, high-engagement culture. This episode provides valuable insights for anyone looking to enhance their leadership impact and drive long-term business success.

Visit: https://therainmakingpodcast.com/

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The Master of Business Leadership program has been proven to offer executives a wealth of advantages. The curriculum was developed to acknowledge the challenges individuals and companies are facing both now and in the future. In addition to emotional intelligence, the program develops inspirational leadership, higher consciousness, and all the other necessary skills that have been proven to build a successful life, career, and organization.

MBL alumni are living in the US, Canada, UK, Europe, Japan, Germany, Bosnia, Africa, Australia, the Middle East, and Saudi Arabia.

“A very elegant system that works.” Rebecca Mih, PhD Berkeley

Connect with Phil Johnson on Linkedin

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

MBL Alumni Videos

https://www.youtube.com/channel/UCjfc3tV87p03JMDOXqDu8tQ

EQ Daily Newsletter 📈 Subscribe

https://lnkd.in/dqxVrFZK

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

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TRP 138: How to Identify Your Ideal Client, and Why with John Kormanik

Thu, 09 Mar 2023 09:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with John Kormanik, former trial attorney and professional coach, about how legal professionals and service providers can identify their ideal clients. John explains that without a clearly defined target audience, professionals risk diluting their marketing efforts and attracting the wrong clients. He emphasizes that knowing exactly who you want to serve allows for more intentional business development and greater career satisfaction.

Key topics include the three core elements of defining an ideal client—geography, demographics, and psychographics—and how professionals can use this framework to refine their outreach. John discusses how identifying a client "avatar" helps create more focused networking opportunities and strategic business decisions. He also shares insights on overcoming the scarcity mindset, setting boundaries to work only with ideal clients, and structuring client engagement for long-term success. Whether you're a lawyer, consultant, or business owner, this episode provides actionable steps to help professionals attract the right clients and build a thriving practice.

Visit: https://therainmakingpodcast.com/

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John R. Kormanik, Esq., is a Certified Professional Coach credentialed by the International Coach Federation, and also holds certifications as an ELI-MP, COR.E Leadership and Performance Dynamics, and DISC practitioner. Prior to launching his attorney-only coaching practice, John worked in the public sector as a Deputy Attorney General, in the private sector at a medium-sized law firm as both an associate and a partner, and also owned a law firm for 16 years. His 20+ years of experience as a practicing lawyer and law firm owner and a decades-long quest to be a world-changing entrepreneur, have equipped John to be able to guide his clients on a truly transformational journey. John lives in Boise, Idaho, and loves riding his mountain bike, being in nature, spending time with his family and friends, and starting each day with a walk with Olive, his yellow Labrador retriever.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

johnrkormanik.com

https://jkormanik.pages.ontraport.net/avatar

johnrkomanik.com/avatar

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TRP 137: What Needs to be in a Pitch Deck with Donna Griffit

Thu, 02 Mar 2023 14:27:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Donna Griffit, global pitch and messaging expert, about how professionals can craft compelling pitch decks that win clients and investors. Donna, author of Sticking to My Story, explains that a great pitch isn’t just about data—it’s about storytelling. She shares how professionals can structure their pitch to engage their audience emotionally, making their message more persuasive and memorable.

Key topics include the four-act structure of an effective pitch: identifying the client’s problem, introducing the solution, backing it up with data and social proof, and presenting a bold vision for the future. Donna also highlights common mistakes, such as leading with credentials instead of the client's pain points, and provides strategies for structuring presentations that keep audiences engaged. She shares tips on creating a simple, compelling message that resonates with decision-makers and turns prospects into clients. Whether you’re in sales, consulting, or professional services, this episode offers a powerful framework for improving your pitch and closing more deals.

Visit: https://therainmakingpodcast.com/

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Donna Griffit has worked globally for over 17 years with Fortune 500 companies, startups, and investors in a wide variety of industries, helping them create and deliver presentations, pitches, and messages; she knows how to spin raw data to drive results.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Get Donna’s book here: www.stickingtomystory.com

Connect on LinkedIn: https://www.linkedin.com/in/donnaabraham/

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TRP 136: Growing a Firm as a Rainmaker with Gary Brown

Thu, 23 Feb 2023 10:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Gary Brown, founder of Hatcher Advisory, about how he successfully scaled his accounting firm from two people to over 30 employees. Gary shares his insights on what it takes to grow a professional services firm, emphasizing the importance of investing in leadership development, building a strong culture, and focusing on high-quality client acquisition. He explains that while revenue growth is important, long-term success comes from developing people and creating an environment where employees feel engaged and motivated.

Key topics include how to implement structured leadership training for both senior and junior team members, why company culture should prioritize joy and engagement, and the impact of selecting the right clients to maintain profitability and workplace satisfaction. Gary also shares lessons learned from rapid growth, including the importance of balancing expansion with financial stability and adapting to unexpected challenges like the COVID-19 pandemic. This episode offers valuable takeaways for firm owners and professionals looking to build a thriving, people-first business.

Visit: https://therainmakingpodcast.com/

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Gary Brown, Chief Hatcher of Hatcher Advisory, knows a thing or two when it comes to assisting businesses through times of financial transition. With an extensive background in finance and management, Gary has provided clients with valuable advice and clarity on a range of topics – from strategic investments to ways to maximize profitability while simultaneously increasing sustainability. He is noted for his combination of wit, friendliness, and professionalism, making him a trusted adviser among his clients. Gary's down-to-earth approach to money management not only puts business owners at ease but also ensures they have the very best advice available. When it comes to financial issues, having Gary by your side is definitely a winning strategy.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.linkedin.com/in/gary-brown-80677316a/

https://hatcher.com.au/

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TRP 135: How to Get more In-Bound Referrals with Michele Correnti

Thu, 16 Feb 2023 09:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Michele Correnti, branding expert and founder of Correnti Marketing, about how professionals can increase the number of high-quality inbound referrals. Michele explains that many professionals struggle with referrals because they fail to clearly communicate their brand and ideal client. She emphasizes that effective branding starts with identifying what makes you unique and ensuring that messaging is consistent across all platforms, from networking conversations to online presence.

Key topics include defining an ideal client profile to attract the right referrals, aligning personal branding with business goals, and leveraging social media for greater visibility. Michele also discusses the stages of brand recognition—from awareness to preference and loyalty—and how professionals can build a strong reputation that naturally generates referrals. She shares practical tips on refining messaging, ensuring consistency across LinkedIn and websites, and using strategic content to stay top-of-mind. This episode offers actionable steps for professionals looking to enhance their brand and generate more business through word-of-mouth.

Visit: https://therainmakingpodcast.com/

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Michele was creating, managing, and executing marketing strategies for lawyers in-house for a law firm when she realized her true passion went beyond marketing into helping others find and discover the "why" behind their brand. Whether it is a colleague or an acquaintance, Michele feels an innate pull to learn what drives service professionals and business owners. She found that the best marketing strategies began with this "why" perspective and that most businesses miss this key step when developing and executing their marketing strategy.

In 2018, Michele founded Correnti Marketing to serve lawyers and service professionals who are looking to dive into marketing but are not sure where to start. Our team starts by helping you discover your "why" to build + clarify your brand online.

Michele is passionate about community, connection, and women’s empowerment. She is always looking to build up those around her. She also thoroughly enjoys a challenge and learning new skills, both personally and professionally.

Outside of work, you can find Michele paddle surfing, in the kitchen cooking up a storm, spending quality time with friends and family, or—her latest challenge—learning to play pickleball!

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.correntimarketing.com/resources

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

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TRP 134: Sales Free Selling with Steve Fretzin

Thu, 09 Feb 2023 12:48:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Steve Fretzin, legal business development coach and author of Sales-Free Selling, about how professionals can attract and convert clients without feeling like a salesperson. Steve explains that many lawyers and professionals resist business development because they associate it with aggressive sales tactics. Instead, he presents a structured, relationship-driven approach that focuses on asking the right questions, building trust, and allowing clients to convince themselves that they need your services.

Key topics include the importance of qualifying prospects before investing time in proposals, the four key qualifiers (compelling reasons to change, commitment to action, decision-maker identification, and financial readiness), and strategies for running productive client meetings. Steve also discusses how to take control of conversations by setting clear agendas, developing rapport, and leading with curiosity rather than selling. Whether you’re an attorney, consultant, or professional service provider, this episode offers practical steps to create a repeatable, effective business development system without the pressure of traditional sales tactics.

Visit: https://therainmakingpodcast.com/

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Driven, focused, and passionate about helping ambitious Attorneys to reach their full potential, Steve Fretzin is regarded as the premier coach, skills trainer, and thought leader in business development.

Over the past 17 years, Steve Fretzin has devoted his career to helping lawyers learn what they never learned in law school; business development and marketing. The goal is for Steve’s clients is to live the best possible life with balance, control, and happiness.

In addition to writing four books on legal marketing and business development, Steve has a highly-rated podcast BE THAT LAWYER and has been featured in the Chicago Tribune, Crain’s and Entrepreneur.com. He has appeared on NBC News, WGN Radio and has written articles for Attorney at Law Magazine, the National Law Review, the American Bar Association, and the Illinois State Bar Association. You can also find his monthly column in the Chicago Daily Law Bulletin.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.fretzin.com/podcast

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

https://www.instagram.com/fretzinsteve/

https://www.facebook.com/salesresults

https://www.youtube.com/@SalesResultsInc/

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TRP 133: How to Double Revenue of Professional Services Firms in 90 Days with Simon Severino

Thu, 02 Feb 2023 15:06:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Simon Severino, CEO of Strategy Sprints and author of Strategy Sprints: 12 Ways to Accelerate Growth for an Agile Business, about how professional service firms can double their revenue in just 90 days. Simon shares his proven framework for streamlining operations, improving client acquisition, and optimizing internal processes to create sustainable, exponential growth. He explains that by simplifying business structures and focusing on key revenue-generating activities, firms can achieve faster results with less stress.

Key topics include the seven essential stages of business growth—awareness, interest, engagement, closing, onboarding, delivering, and retaining—and how firms can optimize each stage for efficiency. Simon also introduces the concept of the referral engine, a system that helps firms generate new business by securing client referrals at strategically timed intervals. He highlights the importance of tracking key performance metrics, structuring marketing, sales, and operations into separate functions, and ensuring business leaders can step out of the weeds and focus on high-level strategy. This episode offers a blueprint for professionals looking to scale their firm quickly and effectively.

Visit: https://therainmakingpodcast.com/

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Simon Severino helps business owners run their companies more effectively which results in sales that soar. Trusted by Google, Roche, Consilience Ventures, Amgen, and AbbVie. He created the Strategy Sprints™ Method that doubles revenue in 90 days by getting owners out of the weeds. TEDx speaker, Contributor to Forbes and Entrepreneur Magazine, and member of the SVBS Silicon Valley Blockchain Society.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links

https://www.strategysprints.com/

https://www.facebook.com/strategysprints/

https://twitter.com/strategysprints

https://www.instagram.com/strategysprints/

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

https://www.youtube.com/channel/UCnSFgJd0CrsEdQdO21txR2A

https://podcasts.apple.com/us/podcast/strategy-sprints/id1299008831

https://www.amazon.com/Strategy-Sprints-Accelerate-Growth-Business/dp/139860349X

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TRP 132: How to Develop Rainmakers with Jeff Kaye

Thu, 26 Jan 2023 04:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jeff Kaye, CEO of Kaye/Bassman International and co-managing director of Sanford Rose Associates, about developing teams of rainmakers. With decades of experience in executive search and leadership development, Jeff shares insights on how firms can cultivate top producers by shifting from an individual contributor mindset to a leadership mindset. He explains that being a great rainmaker doesn’t automatically translate into being a great leader and that managing and inspiring a team requires a different skill set.

Key topics include the importance of viewing team members as internal clients, building a culture of accountability and development, and balancing leadership with business development. Jeff highlights the power of situational leadership, treating people based on their individual motivations, and using humility to foster engagement and trust. He also shares practical strategies for identifying and coaching emerging rainmakers, avoiding common leadership pitfalls, and ensuring long-term retention. Whether you’re leading a small team or a large organization, this episode offers actionable insights to develop a high-performing, revenue-generating team.

Visit: https://therainmakingpodcast.com/

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Jeff Kaye is the Co-Chief Executive Officer of Kaye/Bassman International and Next Level Exchange and Co-Managing Director of Sanford Rose Associates®. For over three decades, Jeff has helped Kaye/Bassman International win Best Place to Work, workplace flexibility, and philanthropy awards while also propelling the firm to become the largest single-site search firm in the US.

Fostering an environment of servant leadership, retention is unparalleled; over three dozen partners have been with the firm for over a decade. In 2007, Jeff used his Recruiting Training DVD set as a launching pad to grow Next Level Exchange, what is now the world’s largest training and consulting firm to the search and staffing industry.

In 2012, he led the acquisition of Sanford Rose Associates and helped grow the number of offices by over 250% while growing the network revenues by over 1500% in less than a decade.

Jeff is considered an industry expert in executive, professional and technical search; has appeared on CNN, FOX, Bloomberg, and NBC; and is quoted regularly in publications including USA Today, The Wall Street Journal, Business Week, Time, and Fortune. Jeff is also a frequent speaker within the staffing and human resources community and been featured in dozens of international training meetings and videos. He lives in Dallas with his wife, Tracy, and their three children.

Track Record of Success for the Sanford Rose Associates Family of Companies:

- Ranked as the 9th Largest U.S. Search Firm by Executive Search Review

- 95%+ retention of all previously existing firms who have joined since acquisition in 2012

- Since acquisition, number of offices increased by just over 250% during which time revenues increased by over 1500%

- Five consecutive years as #1 Business Services Firm by the Franchise Business Review

- Over 240 recruiters hired and trained for our offices in the past 12 months

- Parent company ranked as the #1 Best Place to Work by the Dallas Business Journal

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.kbic.com/team/jeff-kaye

https://sanfordrose.com/

https://sanfordrose.com/welcome-to-sanford-rose-associates/management/

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

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TRP 131: Getting attention on Social Media with Joel Lalgee

Thu, 19 Jan 2023 04:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Joel Lalgee, social media strategist and Business Development Director at HireWell, about how professionals can leverage social media to build their brand and attract business opportunities. With over 173,000 LinkedIn followers, Joel shares his insights on creating engaging content, building relationships, and using digital platforms effectively to stand out in a crowded marketplace.

Key topics include choosing the right social media platform based on your audience, the power of authenticity and vulnerability in content, and how to engage through comments before posting original content. Joel also discusses the importance of consistency, overcoming the fear of putting yourself out there, and using humor and storytelling to create memorable interactions. He shares actionable strategies for LinkedIn and TikTok, explaining how professionals can turn social media engagement into meaningful business conversations. This episode is packed with practical advice for professionals looking to enhance their digital presence and generate inbound opportunities.

Visit: https://therainmakingpodcast.com/

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Joel Lalgee has a 8-year background in agency recruiting and currently works at Hirewell leading business development. He is a massive content creator that has generated over 200 million impressions in the last year on social media and has 175,000 followers on LinkedIn and 113k followers on Tiktok. Joel is not afraid to tell it how it is and provides real and authentic career insights from the lens of a recruiter.

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Connect with Joel on twitter: https://twitter.com/humanheadhunter

Connect with Joel on Linkedin: linkedin.com/in/joellalgee

https://hirewell.com/

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TRP 130: How to Become a Visual Thinker with Todd Cherches

Thu, 12 Jan 2023 15:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Todd Cherches, leadership expert, TEDx speaker, and author of Visual Leadership: Leveraging the Power of Visual Thinking in Leadership and Life, about how professionals can use visual thinking to communicate more effectively. Todd explains that people remember visuals far better than words alone, and by leveraging imagery, metaphors, and storytelling, professionals can enhance their influence, engagement, and clarity in sales and leadership.

Key topics include using visuals to capture attention and improve retention, the power of storytelling to make complex ideas memorable, and practical strategies such as mind maps, flowcharts, and metaphors to simplify communication. Todd shares how professionals can structure their messaging visually to engage clients, make stronger impressions, and drive action. He also emphasizes the importance of being intentional with visual tools, tailoring them to the audience, and making communication more engaging and persuasive. This episode provides actionable insights for anyone looking to elevate their communication skills and become a more effective leader or salesperson.

Visit: https://therainmakingpodcast.com/

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Todd Cherches is the CEO and Co-founder of BigBlueGumball, an innovative New York City-based consulting firm specializing in leadership development, public speaking, and executive coaching. He is also a three-time award-winning Adjunct Professor of leadership at NYU, a Lecturer on leadership at Columbia University, a TEDx speaker (“The Power of Visual Thinking”), and the author of VisuaLeadership: Leveraging the Power of Visual Thinking in Leadership and in Life (Post Hill Press/Simon & Schuster, 2020). For more information, go to www.toddcherches.com.

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links

www.toddcherches.com

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

Todd’s book information: https://www.toddcherches.com/book

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TRP 129: A Rainmaker’s Story with Jeff Ifrah

Thu, 05 Jan 2023 15:44:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jeff Ifrah, founding partner of Ifrah Law and a recognized leader in gaming law, about how he built a niche practice and established himself as a go-to attorney in his field. Jeff shares his journey from government service to Big Law and eventually launching his own firm in 2009. He explains how he cultivated relationships, leveraged industry expertise, and positioned himself as a trusted resource in the online gaming and sports betting sector.

Key topics include the importance of building a strong network, nurturing long-term client relationships, and delivering results that lead to organic referrals. Jeff discusses how attending industry conferences, staying connected with past clients, and consistently providing value helped him expand his firm’s reputation. He also highlights the role of trust, responsiveness, and being a "giver" in sustaining a thriving practice. Whether you're in law, professional services, or sales, this episode offers valuable lessons on developing a niche, earning credibility, and growing a business through meaningful relationships.

Visit: https://therainmakingpodcast.com/

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Jeff Ifrah advises online gaming and sports betting companies, digital advertising affiliates, and investors on their transactional, compliance, and licensing needs across the country, as well as in regulatory enforcement actions and white-collar litigation. He is a trusted advisor not only at the moment of crisis but all throughout the business cycle - from the beginning of a product launch, the formation of a corporation or licensing relationship, through the development of a marketing campaign, to a profitable exit.

The growing online sports betting industry is spawning multiple public companies valued in the hundreds of billions of dollars. The valuable data assets collected by these electronic platforms offer ripe opportunities for M&A, so long as investors comply with the complex maze of gambling, privacy, and financial rules that may apply under state, federal, and foreign regulations. Jeff is the go-to lawyer for anyone wanting to mitigate these risks.

Jeff represents companies in all areas of this rapidly expanding ecosystem, including startups seeking compliance counsel, investors looking for opportunities, government entities needing rule-making advice, and operators facing governmental actions. Founder of the Internet Development and Economic Association (iDEA), the non-profit association that advocates for the interests of the online interactive entertainment business, Jeff has wide experience and knowledge of the business and legal issues involved with sports betting, daily fantasy sports, social gaming, esports, iGaming, and mobile gaming, as well as cryptocurrency and blockchain technology.

For companies that become targets for government scrutiny, Jeff’s litigation skills are without peer. He has been at the center of most of the important prosecutions and lawsuits in the online gaming industry, including the seminal Supreme Court case permitting states to legalize sports betting. His record of success has earned him international recognition as a white-collar criminal defense lawyer and litigator. Jeff has been recognized by Chambers USA for eleven years in a row. He is ranked in Band 1 nationally for Gaming and Licensing Law and is also recognized in the area of White Collar Crime and Government Investigations in the District of Columbia.

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.ifrahlaw.com/attorneys/a-jeff-ifrah/

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

Scott’s keynote speaking brand:

www.thesalescasino.com

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TRP 128: How to Banish Burnout with Janice Litvin

Thu, 15 Dec 2022 09:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Janice Litvin, workplace wellness expert and author of Banish Burnout: Move from Stress to Success, about strategies to prevent and manage burnout. Janice explains that high-performing professionals often push themselves to exhaustion, failing to recognize the early signs of stress. She emphasizes the importance of self-awareness and daily rituals to maintain mental and physical well-being, allowing individuals to sustain high performance without sacrificing their health.

Key topics include identifying "micro clues" that signal stress, such as disrupted sleep, changes in eating habits, or emotional exhaustion, and proactively incorporating habits like journaling, meditation, exercise, and meaningful social connections to prevent burnout. Janice also introduces the STOP Method—a simple framework for recognizing stress, pausing, and reframing negative thoughts. She highlights the importance of workplace cultures that support emotional intelligence and well-being, ensuring professionals can thrive in demanding environments. This episode provides practical tools for managing stress, fostering resilience, and sustaining long-term success.

Visit: https://therainmakingpodcast.com/

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Janice Litvin is on a mission to help leaders and teams banish burnout in their organizations so they can come to work healthy, happy, and ready to work. She does this through keynote speeches, workshops, and accountability groups.

She is president-elect of the National Speakers Association, Nor Cal chapter, recertification provider for SHRM and WELCOA, and a member of MPI (Meeting Planners International).

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.JaniceLitvin.com

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

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TRP 127: Tell Stories, Win Sales with John Livesay

Thu, 08 Dec 2022 16:57:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with John Livesay, sales keynote speaker and author of The Sale is in the Tale, about the power of storytelling in sales. John explains how professionals can transform dry facts and figures into compelling narratives that build trust, engage prospects, and ultimately close more deals. He shares how storytelling activates the brain differently than traditional sales pitches, making messages more memorable and persuasive.

Key topics include the four-part structure of a compelling sales story: exposition (setting the stage), problem (creating emotional stakes), solution (introducing the product or service), and resolution (demonstrating the transformation). John also introduces the concept of “case stories” instead of case studies, showing how professionals can create emotional connections that help prospects see themselves in the story. He discusses the 5-5-5 Rule for overcoming rejection and building resilience, as well as techniques for refining a personal "origin story" to create rapport. Whether you're in sales, recruiting, or professional services, this episode provides actionable strategies to elevate your business development approach through storytelling.

Visit: https://therainmakingpodcast.com/

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John Livesay, aka The Pitch Whisperer, is a sales keynote speaker where he shows companies’ sales teams how to turn mundane case studies into compelling case stories so they win more new business. From John’s award-winning career at Conde Nast, he shares the lessons he learned that turn sales teams into revenue rockstars. His TEDx talk: "Be The Lifeguard of Your Own Life" has over 1,000,000 views.

Clients love working with John because of his ongoing support after his talk which includes implementing the storytelling skills from his best-selling book Better Selling Through Storytelling and online course "Revenue Rockstar Mastery." His new book, The Sale Is in the Tale, is a business fable set in Austin, TX, and is about a sales representative whose old ways of selling are not working anymore. The reader accompanies the rep on his journey and learns how to use storytelling and strengthen their soft skills to improve their professional and personal relationships.

John is a guest lecturer on how to leverage the power of storytelling in sales at multiple universities including the University of Texas at Austin (UTLA), Pepperdine Graziadio Business school, and the University of Chicago Booth School of Business and his book is now required reading for the UTLA course on Entertainment and Media studies.

He is the co-creator of The Superhero U which is a community to help people discover their superhero power and live a life full of confidence and creativity.

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Text the word pitch to 66866 and get the book's first chapter for free.

https://johnlivesay.com/

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

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TRP 126: Thriving in Uncertainty with Meridith Elliot Powell

Thu, 01 Dec 2022 09:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Meridith Elliott Powell, business strategist, keynote speaker, and author of Thrive: Turning Uncertainty to Competitive Advantage. Meridith shares her research-backed insights on how professionals and organizations can not only navigate uncertainty but use it as a catalyst for growth. Drawing from her study of businesses that have thrived for over 250 years, she presents a structured approach to embracing change and transforming challenges into opportunities.

Key topics include the importance of adopting a mindset that sees uncertainty as opportunity, making decisions based on core values, and listening to clients to understand shifting needs. Meridith highlights strategies such as leveraging collaboration over competition, anticipating change before it happens, and using proactive planning to stay ahead of industry shifts. She also shares real-world examples of businesses that successfully adapted to market disruptions and outlines three actionable steps for professionals looking to strengthen their resilience and position themselves for long-term success.

Visit: https://therainmakingpodcast.com/

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Meridith Elliott Powell is a business motivational keynote speaker who gets her audiences to do the impossible – take action! Voted one of the Top 15 Business Growth Experts to watch by Currency Fair, highly engaging corporate motivational keynote speaker Meridith Elliott Powell delivers a cutting-edge message, rooted in real-life examples and real-world knowledge.

Meridith’s presentations are full of powerful content, highly interactive, and fun. She helps her clients learn leadership development, sales, and business growth strategies to turn uncertainty to competitive advantage.

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.meridithelliottpowell.com/

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

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TRP 125: How to Separate Yourself From Your Competitors, With Stephan Schiffman

Thu, 17 Nov 2022 20:41:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Stephan Schiffman, legendary sales trainer and author of Cold Calling Techniques That Really Work, about how professionals can differentiate themselves in a competitive marketplace. With over 70 books on sales and decades of experience training over 500,000 professionals, Stephan shares his insights on effective prospecting, building trust, and positioning yourself as an expert rather than just another salesperson.

Key topics include understanding that every business is a commodity and how to separate yourself by focusing on helping clients improve what they already do. Stephan emphasizes the importance of asking the right questions to uncover client goals, shifting from a “proposal” mindset to making a “recommendation,” and handling objections with confidence. He also shares how to navigate the modern sales landscape, including leveraging virtual meetings while still prioritizing personal connections. Whether you’re in sales, consulting, or professional services, this episode provides practical techniques to enhance your business development approach and close more deals.

Visit: https://therainmakingpodcast.com/

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Stephan Schiffman has been a leader in motivational and sales training since 1979. He is a Certified Management Consultant and has trained and consulted to a wide range of corporations including IBM, AT&T, Motorola, Sprint, CIGNA, and a host of other organizations throughout the world. He has trained over 500,000 professionals in over 9,000 companies.

Steve is the author of over 70 best-selling sales books: Cold Calling Techniques (That Really Work!), Stephan Schiffman's Telemarketing, The 25 Sales Skills they don’t Teach at Business School, The 25 Sales Strategies that will Boost your Sales Today, The 25 Most Common Sales Mistakes, The 25 Sales Habits of Highly Effective Salespeople, Closing Techniques (That Really Work!), Asking Questions, Winning Sales, Getting to “CLOSED,” Sales Just Don’t Happen and The Big Bang.

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://steveschiffman.com/

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TRP 124: How To Build Rapport and Trust With Client Prospects with Phil Flora

Thu, 10 Nov 2022 09:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Phil Flora, VP of Sales and Marketing at Leopard Solutions, about building trust and rapport with client prospects. Phil shares insights from his 20+ years in professional sales, emphasizing that people do business with those they trust. He highlights the importance of authenticity, asking the right questions, and setting clear expectations to create long-term client relationships.

Key topics include developing a client-centric sales approach, understanding the “buying journey” to align with client needs, and overcoming objections by positioning yourself as a trusted advisor. Phil also discusses how COVID-19 reshaped B2B sales, making virtual communication a key tool for building relationships. He shares actionable strategies for setting proper expectations, leveraging insights to add value, and maintaining consistent follow-up to strengthen client connections. Whether you’re in legal sales, consulting, or professional services, this episode offers practical guidance on fostering trust and driving business growth.

Visit: https://therainmakingpodcast.com/

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Phil Flora, VP of Sales & Marketing, Leopard Solutions – Phil has been with Leopard Solutions since March 2020 and oversees all sales, marketing, and client support functions for Leopard Solutions. He has over 20 years of legal industry experience, working previously for ALM, Acritas, and Leadership Connect in a variety of roles but specifically focused on client development, retention, and satisfaction with law firms, legal recruiters, law schools, and legal technology providers.

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Phil@leopardsolutions.com

www.leopardsolutions.com

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

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TRP 123: How to Shine Bright with a Personal Brand within a Larger Institutional Brand with Amber Hurdle

Thu, 03 Nov 2022 14:41:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Amber Hurdle, branding expert and CEO of Employer Brand Central, about how professionals can build a strong personal brand within a larger institutional brand. Amber explains that personal branding is not about self-promotion but about intentionally shaping how others perceive your value. She emphasizes the importance of self-awareness, strategic positioning, and leveraging branding to attract the right opportunities and business growth.

Key topics include identifying your unique strengths through self-assessment and feedback, developing a subject matter expertise (SME) niche, and using content to establish authority in your industry. Amber also highlights the importance of LinkedIn as a branding tool, offering practical tips on posting consistently and engaging with your network. Whether you're in a law firm, consulting firm, or corporate environment, this episode provides actionable strategies to help professionals differentiate themselves and elevate their brand.

Visit: https://therainmakingpodcast.com/

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Amber Erickson-Hurdle helps organizations build reputations that attract, retain, and inspire top talent. As CEO of Employer Brand Central, Amber helps professionals connect the combined value of personal brands, employer brands, and business brands to increase market share and profitability, reduce turnover, and amplify satisfaction among customers and employees alike. Amber was recognized by Global Gurus for being among the top 30 brand professionals in 2020-2022, ranking #8 in the world for 2022. Although she is an in-demand keynote speaker, multi-award-winning consultant, and coach, she always finds time for her two adult kids, her Cavapoo Gibbs, and all of the outdoor activities she can squeeze in at home or on the road.

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

amber@employerbrandcentral.com

employerbrandcentral.com

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

https://www.linkedin.com/company/employer-brand-central/

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TRP 122: The Need for a Target with Eric Fletcher

Thu, 27 Oct 2022 15:25:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Eric Fletcher, marketing strategist and business development expert, about the importance of defining a clear target in professional services. Eric explains that many professionals fail to attract ideal clients because they don’t have a well-defined target, leading them to rely on chance rather than strategy. He emphasizes the need to develop a specific client profile and align business development efforts with clear goals.

Key topics include how to create an ideal client profile by focusing on industry, revenue size, and key decision-makers, as well as identifying "allies"—trusted professionals who already have relationships with potential clients. Eric also discusses the benefits of refining a target over time, mapping out business development plans in six-month increments, and leveraging strategic networking to build valuable connections. This episode provides practical steps for professionals looking to enhance their client acquisition strategy and achieve sustainable growth.

Visit: https://therainmakingpodcast.com/

---------------------------------

As a former Chief Marketing Officer, advertising agency Director and broadcaster, Eric Fletcher has more than 35 years of experience designing and implementing communication and go-to-market strategies for global accounting, consulting, law, and other professional service firms. His communication has been recognized with national awards from the advertising, marketing, and broadcast production communities.

In the business development and sales arena he has designed and led successful individual pursuits for as much as $500 million in new business. And he has trained and coached more than 2000 professional service providers.

Today he advises leadership teams as well as individual professional service providers in the creation of frameworks for marketing and sales strategies that align with values and mission, and instigate measurable organic growth. Eric is a TEDx speaker, a forbes.com contributor, the co-author of two books, a blogger on marketing, business development, and leadership (since 2002), and keynotes on leadership, the dynamism of vision, and conversations that matter. He is a former member of the CMO Advisory Board for Thomson Reuters and the Advisory Board for the SNHU Masters in Marketing program. He and his family reside in the Austin, Texas area.

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

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

https://twitter.com/ericfletcher

https://ericfletcherconsulting.com/

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TRP 121: High Performance Teams with Lee Coffee

Thu, 20 Oct 2022 14:13:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Lee Coffee, executive coach, professional speaker, and former senior military leader, about building high-performance teams. Lee shares his leadership insights from his experience in the military and corporate environments, emphasizing the importance of trust, communication, and emotional intelligence in driving team success. He explains how leaders can create a psychologically safe environment where team members feel valued, motivated, and empowered to perform at their highest potential.

Key topics include fostering trust as the foundation of leadership, managing ego to encourage collaboration, and leading with emotional intelligence to navigate difficult conversations effectively. Lee introduces the concept of putting stress between the person and the task—not between the leader and the person—when addressing performance issues. He also shares strategies for managing uncertainty, holding difficult conversations, and coaching team members to maximize their potential. This episode provides actionable steps for leaders looking to cultivate stronger, more engaged, and high-performing teams.

Visit: https://therainmakingpodcast.com/

---------------------------------

Lee N. Coffee, Jr. is an expert at Maximizing Human Potential. He held multiple positions of increasing responsibility during 24 years of Active Federal Service (AFS) in the U.S. Army, ultimately serving as the advisor to a Two-Star General. His talents have contributed to various industries, including Executives in Healthcare, the Department of Justice, Financial, Insurance, Prisons, Museums, and Police Organizations. Lee coaches to the human soul.

The focal point in a coaching relationship is the well-being of the client. To achieve the best outcomes, Lee and his clients co-create a safe space based on trust, open communication, and mutual respect. He combines the creativity of storytelling with the analysis of philosophy, psychology, nursing, and leadership best practices to offer a multidisciplinary coaching synthesis. The central focus of a Diversity, Equity, and Inclusion workshop are for participants to recognize the humanity of others.

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

www.torescue.com

https://www.linkedin.com/in/lee-coffee/

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TRP 120: Clarity in Business Development with Bruce La Fetra

Thu, 13 Oct 2022 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Bruce Lafetra, business development strategist and speaker, about achieving clarity in business development. Bruce explains how law firms and professionals can attract their best clients by identifying what truly makes them valuable. He emphasizes that clients don’t hire professionals for the work they do—they hire them for what they can accomplish because of that work. By shifting their perspective, firms can focus on attracting the right clients while eliminating those who drain resources and profitability.

Key topics include how to identify ideal clients, understanding why they choose your firm, and leveraging those insights to generate more high-value business. Bruce shares the importance of interviewing best clients to uncover their real reasons for working with you, using storytelling to highlight differentiation, and refining marketing messaging to remove self-centered language. He also discusses the "us, we, our" test—an exercise to shift the focus from the firm to the client. This episode offers actionable strategies for firms looking to build stronger relationships, increase profitability, and create a sustainable business development strategy.

Visit: https://therainmakingpodcast.com/

---------------------------------

Bruce La Fetra is a business development catalyst and speaker working with attorneys and law firms to fundamentally change how and who generates business. Focusing on their Best Clients sets in motion a virtuous cycle where revenue grows, profitability increases, and the business development cycle shortens as the firm attracts more of its Best Clients.

Clients call Bruce The Client Whisperer because he interviews a firm's Best Clients to reverse-engineer that firm's secret sauce and gains highly credible and actionable insights.

Bruce consults with small to mid-sized law firms, coaches individual attorneys, and speaks to firms retreats, and Managing Partner peer groups.

Bruce earned a degree in Economics, cum laude, from Claremont McKenna College and a MBA from the Tuck School at Dartmouth College. He is also a trained facilitator. Bruce isn't an attorney, but he is married to one.

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Bruce@EastwoodStrategy.com

https://LinkedIn.com/in/brucelafetra

Link for whitepaper: https://EastwoodStrategy.com/TRP

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TRP 119: Coaching and High Performance for Rainmakers with Darryl Cross

Thu, 06 Oct 2022 14:04:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Darryl Cross, sales coach and author of Cultivating Excellence, about building a high-performance culture for rainmakers. Drawing from his experience as the first in-house sales coach at Norton Rose Fulbright, Darryl shares how professionals can develop a growth mindset, embrace coaching, and continuously refine their sales approach. He emphasizes that success isn’t about working harder but about making small, incremental improvements that lead to lasting impact.

Key topics include the importance of team-based sales, focusing on a core group of high-value relationships, and shifting from a transactional mindset to a client-centric approach. Darryl also introduces the concept of functional reserve—unlocking untapped potential by overcoming complacency and self-imposed limitations. He explains how professionals can apply lessons from elite training programs, such as those used by astronauts and top athletes, to build resilience and improve performance. This episode is packed with actionable insights for professionals looking to elevate their business development skills and drive long-term success.

Visit: https://therainmakingpodcast.com/

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Darryl Cross serves as the first in-house coach for Norton Rose Fulbright where he builds scalable sales programs and helps partners build their own impactful practices that mutually benefit clients and the firm. He has more than 25 years of experience in the legal industry and is an internationally known expert on high performance. His experience includes serving as a law firm Chief Marketing Officer, Vice President of Performance Development and Coaching at LexisNexis, and Head of Global Sales Enablement for Intapp. Darryl also served as the head of the Sales Skills and Methodology global strategy team for Amazon Web Services (AWS) and was the founder of HighPer Teams, a high-performance consultancy. Darryl has researched astronauts, pilots, athletes, Navy SEALs, surgeons, trial lawyers, and other professions where the high consequences for failure demand a higher standard of preparation. He has spoken to over 10,000 lawyers and business executives from over 100 countries on five continents on how to maximize performance and business results. Darryl is an evangelist on using the power of team dynamics to improve personal performance. He is the only Certified Team Performance Coach dedicated to the legal industry. To recharge his batteries, Darryl volunteers as the Head Coach of the Washington (D.C.) Irish Rugby Football Club, speaks to audiences on physical well-being for busy executives and enjoys chasing his 4-year-old granddaughter around the playground the best he can.

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Book: Cultivating Excellence

https://www.amazon.com/gp/product/B071NN3B43/ref=dbs_a_def_rwt_hsch_vapi_taft_p1_i0

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

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TRP 118: Counterintuitive Problems with Partner Compensation with Blane Prescott

Thu, 29 Sep 2022 14:17:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Blane Prescott, managing shareholder of Mesa 5, about the counterintuitive challenges law firms face with partner compensation. Blane, an expert in law firm strategy and growth, explains how traditional compensation models often fail to motivate partners effectively and why incentives alone don’t create new rainmakers. He highlights the need for firms to focus on aligning compensation with each partner’s strengths rather than enforcing a one-size-fits-all approach.

Key topics include why financial incentives don’t drive business development skills, the risks of relying too much on profitability metrics, and how excessive data can create confusion and dissatisfaction. Blane also discusses the differences between open and closed compensation models, the importance of trust and leadership in firm culture, and why law firms should track origination credits fairly. This episode offers valuable insights for law firm leaders looking to refine their compensation structures and create a more engaged, high-performing partnership.

Visit: https://therainmakingpodcast.com/

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Blane Prescott is a consultant and the Managing Shareholder with MesaFive, LLC, (www.mesafive.com) and has more than 30 years of experience working in the legal profession. He works with law firms and in-house counsel throughout North America, Asia, and Europe.

MesaFive, LLC is a boutique management consulting firm serving law firms and in-house legal departments and focuses on strategy, structure, and growth.

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.linkedin.com/in/blane-prescott-98506948/

https://www.mesafive.com/

Here is the link to the article:

https://www.mesafive.com/_files/ugd/992d67_89f5c27db09241f4a6db8c7918b5dd1e.pdf

All Articles:

https://www.mesafive.com/insights

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TRP 117: Building a Power Grid with Eric Dewey

Thu, 22 Sep 2022 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Eric Dewey, business development expert and author of Power Grids, about building high-value professional networks that drive business growth. Eric explains the difference between traditional networking and creating a "power grid"—a curated, strategic network of 150 key connections that foster meaningful relationships, generate opportunities, and provide valuable insights. He shares actionable strategies for professionals looking to strengthen their business development efforts through intentional and systematic relationship-building.

Key topics include the essential characteristics of a strong power grid—broad, deep, diverse, and responsive—along with how to categorize connections into key roles such as navigators, decision-makers, influencers, and referral sources. Eric also introduces his four-step framework for outreach: Share, Care, Pivot, and Plus Up, helping professionals make their outreach efforts more effective and engaging. Whether you're an attorney, consultant, or professional service provider, this episode provides a structured approach to developing a powerful network that consistently delivers results.

Visit: https://therainmakingpodcast.com/

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Eric Dewey, MBA is an expert in driving growth and market penetration in professional service firms. His experience includes the chief marketing executive roles in four law firms including two AmLaw 200 law firms and the largest plaintiffs’ securities class action firm in the U.S. With over 25 years of marketing and business development experience in the legal, financial services, and commercial real estate industries, Dewey brings executive level leadership, sound business judgment, innovative strategies and a breadth of practical knowledge to his engagements.

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Amazon Link to book: Power Grids by Eric Dewey ( http://tiny.cc/dffzuz )

Link to the Admin Support for Business Development handout from the book. Use Code ‘Power Grids’ ( https://www.elegaltraining.com/product-page/administrative-support-for-business-development )

Link to eLegal Training course catalog ( http://tiny.cc/effzuz )

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

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TRP 116: Strategy for Business Development Professionals with Mark LeBlanc

Thu, 15 Sep 2022 20:05:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark LeBlanc, business development expert, professional speaker, and co-author of Rainmaker Confidential. Mark shares his insights on crafting effective business development strategies and positioning yourself as a trusted advisor by focusing on outcomes rather than titles or services. Drawing from decades of experience, Mark provides actionable advice for building a strong foundation in business development that leads to sustainable success.

Key topics include the importance of a defining statement to articulate the outcomes you deliver, creating a profile of your ideal client to focus efforts effectively, and maintaining a mix of strategies for consistent results. Mark emphasizes the value of identifying your referral sources, fostering authentic relationships, and leveraging a clear understanding of what drives client satisfaction. This episode offers practical tools for professionals seeking clarity and direction in their business development efforts.

Visit: https://therainmakingpodcast.com/

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Mark LeBlanc, CSP runs a speaking business in Minneapolis. He conducts presentations and creates experiences for professionals who want to create an extreme sliver of focus and put more money in their pocket as a business owner. As a business coach, he has clocked over twenty thousand (one-to-one) coaching hours with professionals who want to grow their business or practice. In fact, he wrote the book, Growing Your Business! As a result of his work, people often share they are more focused each day, attract more prospects, stimulate more referrals and create a path for generating more business.

https://www.markleblanc.com/

If you like what you have heard from Mark during this interview, I would encourage you to go to his website and watch a 45-minute, luncheon speech Mark gave on how to have your best year ever!

Check out Mark's electronic version of his book, Growing Your Business!

www.growingyourbusiness.com

Mark also is the coauthor, along with Scott Love and Henry Devries, of Rainmaker Confidential. For more information about the book visit www.rainmakerconfidential.com. You can order the book through your favorite book retailer here:

https://rainmakerconfidential.com/book/

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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TRP 115: The Law of Exponential Revenue Growth with Darrell Amy

Thu, 08 Sep 2022 16:09:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love interviews Darrell Amy, author of Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth. Darrell shares his insights on creating exponential revenue growth by aligning sales and marketing strategies to achieve measurable, sustainable results. Drawing on his extensive experience in sales leadership and digital marketing, he provides actionable steps for business leaders to optimize their growth strategies and leverage opportunities.

Key topics include the two drivers of exponential growth—acquiring new clients (net new) and increasing revenue from existing clients (cross-sell)—and how aligning these areas can double revenue in just 36 months. Darrell emphasizes the importance of focusing on client outcomes rather than products, mapping out the client experience to identify friction points, and creating a seamless journey from onboarding to cross-selling. He also discusses setting clear goals, identifying ideal clients, and fostering a culture where everyone in the organization contributes to revenue growth. This episode offers a roadmap for leaders to fine-tune their strategies and build a high-performing revenue engine.

Visit: https://therainmakingpodcast.com/

-------------------------------------

Darrell knows how to help businesses grow. Rolling up his sleeves, he works behind the scenes with executives, sales leaders, and marketing professionals to develop and execute revenue growth strategies. He knows what works and what doesn’t, and he is sharing this information in his new best-selling book "Revenue Growth Engine: How To Align Marketing and Sales to Accelerate Growth".

Over the past 27 years, Darrell has been a leader in sales and marketing, giving him a unique perspective on sales and marketing alignment. In sales, he has trained over 1,000 salespeople and developed training programs for multiple Fortune 500 companies. Since 2004, he has also led a marketing agency, helping companies leverage the latest digital marketing strategies.

As a member of the Forbes Business Council and the C-Suite Network Advisors team, Darrell advises executives on ways to grow. He co-founded Convergo, a firm that helps companies align marketing and sales to drive growth. Darrell is the host of the Revenue Growth Podcast and the co-host of the Selling From the Heart Podcast.

As a board member of several non-profit organizations, Darrell is especially passionate about helping companies increase revenue so they can give back to their communities and impact the world.

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Website: https://www.revenuegrowthengine.com/

Free Tool Kit: https://www.revenuegrowthengine.com/free-tool-kit

RGE LinkedIn: https://www.linkedin.com/company/revenue-growth-engine/

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/

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TRP 114: The Crisis of Women Leaving Law with Laura Leopard

Thu, 01 Sep 2022 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Laura Leopard, founder of Leopard Solutions, about the ongoing challenges women face in Big Law and the alarming trends of mid-career women leaving the industry. Laura shares insights from her extensive research, including surveys and data analysis, which reveal that the top reasons for women exiting the legal profession include a lack of mentorship, limited opportunities, and feelings of being unsupported in their workplaces.

Key topics include strategies for law firms to improve retention, such as implementing meaningful mentorship programs, addressing unconscious bias, and providing flexible work arrangements. Laura highlights successful initiatives from law firms, like amplification strategies to ensure women’s voices are heard in meetings and centralized tracking systems to ensure equal opportunities. She also discusses the critical need for fair promotion practices and the importance of male allies in calling out workplace sexism. This episode offers actionable solutions for fostering equity and creating an environment where women can thrive in the legal profession.

Visit: https://therainmakingpodcast.com/

------------------------------------

Laura Leopard is the founder and CEO of Leopard Solutions, which provides the world's largest and most accurate law firm database for legal recruiters, attorneys, law firms, corporations, and law schools.

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Download the Women Leaving Law report here:

https://www.leopardsolutions.com/index.php/thought-leadership/women-leaving-law-research-report/.

Leopard Solutions Thought Leadership Page:

https://www.leopardsolutions.com/index.php/thought-leadership/

Leopard Solutions Upcoming Events:

https://www.leopardsolutions.com/index.php/events/

View all past webinar recordings for Leopard Solutions here:

https://www.youtube.com/channel/UCi7McSCNOioHoUuSM1G_ZCQ/videos?view=0&sort=dd&shelf_id=0

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TRP 113: Succession Planning Before It’s Too Late with Mary Kelly, PhD

Thu, 25 Aug 2022 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love interviews Mary Kelly, leadership expert, economist, and author of Who Comes Next? Leadership Succession Planning Made Easy. Mary shares her expertise on succession planning and why it is critical for organizational continuity and long-term success. She emphasizes that succession planning is not just about preparing for the departure of top executives but also about ensuring that key roles throughout the organization are covered to avoid disruptions.

Key topics include how to integrate succession planning into a strategic plan, identifying and preparing future leaders at all levels, and addressing common pitfalls such as reluctance to plan for leadership transitions. Mary shares actionable steps for starting the succession planning process, including evaluating key roles that would significantly impact the organization if left vacant, aligning succession planning with the company’s strategic goals, and fostering transparency and collaboration across the team. This episode offers practical advice for leaders to ensure their organization’s resilience and future success.

Visit: https://therainmakingpodcast.com/

-------------------------------------------------

Mary Kelly is a graduate of the United States Naval Academy and spent over 20 years on active duty in intelligence and logistics. She retired from the Navy as a commander. She has masters’ degrees in history and economics, and a PhD in economics.

With over 20 years combined teaching experience at both the Naval Academy and at Hawaii Pacific University, she taught economics, finance, history and management. She has extensive experience in business coaching, management, economics, finance, banking, insurance, real estate, government, organizational leadership, communication, business growth, teamwork, strategic planning, human resources, customer service, time management, and project development.

Links:

https://productiveleaders.com/

https://productiveleaders.com/podcast/

Get Mary Kelly’s book “Who Comes Next?” Here:

https://whocomesnext.com/

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

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TRP 112: Communication is Not a Soft Skill with Laurie Gilbertson

Thu, 18 Aug 2022 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Laurie Gilbertson, a former prosecutor, legal analyst, and founder of Tribeca Blue Consulting, about the critical role of communication in professional success. Laurie challenges the misconception that communication is a "soft skill" and instead positions it as a vital leadership tool. She shares strategies for developing clarity, confidence, and creativity in communication, whether it’s for public speaking, courtroom presentations, or media appearances.

Key topics include understanding that effective communication is about the audience, not the speaker; the importance of listening as a key communication skill; and how storytelling can create impactful and memorable connections. Laurie also discusses the challenges of communicating in a virtual world, emphasizing the need to adapt and connect authentically through platforms like Zoom. This episode offers practical advice for professionals looking to enhance their communication skills and build stronger relationships in business and beyond.

Visit: https://therainmakingpodcast.com/

---------------------------------------------

Laurie Gilbertson is a former New York City sex crimes and organized crime prosecutor, television legal analyst, educator, and entrepreneur. As the owner of Tribeca Blue Consulting, she helps professionals communicate with clarity and confidence in their public speaking, presentations, trial work, and media appearances.

Laurie is passionate about helping people present their ideas in creative and persuasive ways that engage their audiences. As a former trial lawyer and television legal analyst, she shares insider’s tips and tricks from her experiences in front of judges, juries, and live television audiences to help her clients get the most out of their presentations and public speaking.

Laurie works with her clients through group training and one on one coaching to develop their personal and professional narratives, craft the hooks that draw their audiences in, and curate the stories that keep them listening and wanting to learn more.

This means more attention and success to them and their businesses and more clarity and confidence in their communications.

Laurie is a graduate of Cornell University and American University, Washington College of Law. She traded big city life for the beauty of Colorado when she and her family moved to Denver from New York several years ago. You can find her reading in her backyard, running (slowly but surely) in the park, hiking in the mountains, or watching a sporting event or dance competition involving her three awesome teenagers.

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

www.tribecablueconsulting.com

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

laurieg@tribecablueconsulting.com

Conference Links:

https://www.naps360.org/page/ConferenceOverview

The National Association of Personnel Services; Conference dates: Oct 2 – 4, 2022; Alexandria, VA

www.sanfordrose.com

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TRP 111: How to Become the Potentiator with Mike Lipkin

Thu, 11 Aug 2022 14:56:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love interviews Mike Lipkin, internationally renowned motivational speaker and author of The Potentiator: How to Create Breakthroughs with Others in a Post-Pandemic World. Mike introduces the concept of a "potentiator"—someone who brings out the best in others and builds strong, meaningful connections that lead to extraordinary outcomes. He shares insights into how professionals can develop a "moonshot mindset" to pursue bold ambitions and navigate a world defined by constant change and uncertainty.

Key topics include the five potentiator practices: knowing your game (defining your goals and value proposition), building robust resilience (learning from setbacks and adapting), being courageously creative (taking bold, calculated risks), communicating like a champion (clarity, authority, reassurance, and empowerment), and cultivating close connections (building a network of fans, advocates, mobilizers, and evangelizers). Mike emphasizes the importance of resilience, experimentation, and cultivating relationships that expand your impact. This episode is packed with actionable strategies to help professionals lead with purpose and maximize their potential.

Visit: https://therainmakingpodcast.com/

--------------------------------------------

Mike Lipkin is one of Canada’s preeminent speakers.

In 2021, he spoke to over one hundred thousand people in nineteen countries and delivered 150 programs internationally; almost every working day, excluding public holidays and travel days, he was talking to an audience somewhere on the planet. Mike knows meetings. In fact, his life is one long conversation.

Mike is president of Environics/Lipkin, the motivation and sales empowerment practice of Environics Research Group— one of Canada’s leading research houses. The distinctions that he has gathered from talking to a million people in forty-three countries, combined with the insights from the celebrated Environics social values research, is how he offers his clients the best of all worlds: a powerful blend of ideas, principles, and observations that will help you achieve preeminence one conversation at a time.

Mike has authored eight best-selling books. His newest book is The Potentiator - How to Create Breakthroughs with Others in a Post-Pandemic World.

https://potentiator.mikelipkin.com/

Mike is also a certified Leadership Circle Profile coach. He specialized in engaging with c-level decision-makers to build organizational capability and create outcomes that matter most.

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.mikelipkin.com/

Get Mike’s book here:

https://potentiator.mikelipkin.com/

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

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TRP 110: Building A Revenue-Generating Reputation with Mike Mooney

Thu, 04 Aug 2022 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love interviews Mike Mooney, author of Reputation Shift: Lessons from Pit Road to the Boardroom, about building a revenue-generating reputation. Drawing on his 25 years in motorsports and his experience with major brands like NASCAR and Mercedes-Benz, Mike shares how professionals can proactively shape their reputation to drive trust, referrals, and business success. He highlights the critical role of values, consistency, and time in building a reputation that aligns with personal authenticity and organizational goals.

Key topics include the importance of understanding reputation as a revenue driver, using tools like the "Says Who" method to address potential reputation risks, and anticipating industry challenges to differentiate your brand. Mike emphasizes aligning personal values with organizational values and adopting proactive strategies to turn potential challenges into opportunities for trust and growth. This episode provides actionable insights for professionals looking to leverage their reputation as a key business asset.

Visit: https://therainmakingpodcast.com/

--------------------------------------------

It would be easy to say that Mike Mooney’s career has been going in circles for more than 25 years in the high-speed world of professional motorsports.

An award-winning executive, Mike built and protected the reputations of global brands such as Mercedes-Benz, 3M, NASCAR, Sunoco, Tylenol, Walmart, Sprint, Kellogg’s, and Eli Lilly.

Having worked with championship drivers and teams for decades, Mike saw the power and results of continuous improvement, mindset, and peak performance.

With a passion for personal empowerment and results, Mike left a high-visibility and high-performing career to share his experiences and lessons as a professional speaker to help organizations and leaders find people-centered speed.

Mike speaks, coaches, and consults with people who recognize that shifting is the new norm. He guides his audiences to proactively identify where, when, and how to shift in order to stay on track and in a position to win!

His breakthrough book, Reputation Shift – Lessons from Pit Road to the Boardroom, is a toolbox with ready-to-use personal branding strategies for people who want to create greater personal and professional opportunities in their lives.

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Website: https://www.mikemooney.com/

LinkedIn: https://www.linkedin.com/in/mike-mooney-0a242b4/

YouTube: https://www.youtube.com/channel/UCV_pB--cym8DqyY0RvEYEfQ

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TRP 109: Strategic Narrative with Guillaume Wiatr

Thu, 28 Jul 2022 14:13:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love interviews Guillaume Wiatr, strategic narrative expert and author of Strategic Narrative: A Simple Method That Business Leaders Can Use to Transform Their Business. Guillaume explains the concept of a strategic narrative as a leadership tool that aligns teams, mobilizes clients, and drives innovative adoption by creating a system of stories that inspire and engage stakeholders. He highlights the difference between closed-ended stories and open-ended narratives, emphasizing that the latter invites collaboration and client participation.

Key topics include the four dimensions of Guillaume's Strategic Narrative Canvas: the origin story, the external opportunity, the perspective story (a reason to disagree with competitors), and the product story. Guillaume also shares actionable steps for leaders to map their stakeholders, refine their messaging, and create space for clients to co-create the narrative. This episode offers a roadmap for turning complex business challenges into opportunities by fostering alignment and engagement through storytelling.

Visit: https://therainmakingpodcast.com/

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Guillaume is the author of Strategic Narrative: A Simple Method That Business Leaders Can Use to Make Everyone Understand Their Business, Get Behind it and Believe In It. His company, MetaHelm, guides CEOs, founders, and business owners to align teams and accelerate innovation adoption. A former big-firm strategy consultant, Guillaume has founded four ventures. He is sought after by senior executives of companies like Alaska Airlines, the Gates Foundation, Generations For Peace, AIG, L’Oréal, Spencer Stuart, GAP, Google, Microsoft, and the US and French governments. After helping to save a 20M euros venture during the dot-com boom, Guillaume went on a mission to turn every company into a source of inspiration that few can resist. Guillaume teaches and mentors entrepreneurs at startup incubators, EMLyon international business school, and the University of Washington Master of Science in Entrepreneurship, ranked #3 in the US.

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Download Guillaume's free ebook at

https://www.metahelm.com/getstrategicnarrativebook/

Connect with Guillaume on Linkedin:

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

Get Guillaume's email insights: https://www.metahelm.com/the-next-narrative/

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TRP 108: Speak Easy with Lou Diamond

Thu, 21 Jul 2022 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love interviews Lou Diamond, a master connector, podcast host, and author of Speakeasy: Connect with Every Conversation. Lou shares his insights on creating meaningful connections through authentic conversations that prioritize curiosity, empathy, and generosity. By focusing on how to "speak easy," he offers practical advice for fostering impactful dialogue that leads to deeper relationships and business growth.

Key topics include overcoming selfishness in communication, shifting from talking and telling to asking and listening, and embracing curiosity as the foundation of great conversations. Lou introduces actionable frameworks, such as the VOICE model (Visualize, Opportunity, Identity, Charisma, Energy) and B5G (Be Brief, Be Bright, Be Gone), to help professionals elevate their interactions. Whether you're leading a team, engaging clients, or seeking personal growth, this episode provides valuable tools to transform how you connect with others.

Visit: https://therainmakingpodcast.com/

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Lou Diamond is a dynamic speaker and master connector who will energize and motivate your organization to explode your sales, retain your clients and build a thriving culture.

He has consulted and mentored top performers at hundreds of companies the world over. Lou inspires audiences to feel they can conquer the world.... and make tons of great new connections doing it.

Lou has over 25 years of experience in sales, relationship management, business development, and executive mentoring.

He is an international keynote speaker, consultant, leadership & performance mentor, best-selling author, podcast & TV host, and CEO of Thrive, a company focused on making the most amazing people, businesses, and brands become even more amazing through the power of connecting.

Thrive pushes today's true disruptors to tap their ability to connect in ways that inspire them toward unprecedented levels of success. Through consulting and strategic workshops, Lou and his team at Thrive will propel you and your team to new heights -- Turning top producers into amazing leaders by escalating their own success and helping them inspire others to succeed, too.

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

www.thriveloud.com

www.speakeasybook.com

https://podcasts.apple.com/us/podcast/thrive-loud-with-lou-diamond/id1232947138

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

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TRP 107: How to Sell Without Selling Out featuring Andy Paul

Thu, 14 Jul 2022 15:43:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love interviews Andy Paul, renowned sales expert and author of Sell Without Selling Out, about transforming the sales process by adopting a "selling-in" mindset. Andy challenges the traditional "selling out" approach, where sellers prioritize their interests over the buyer's, and introduces the concept of building authentic connections, fostering trust, and focusing on understanding the client's needs to deliver genuine value.

Key topics include the four pillars of the selling-in mindset: connection, curiosity, understanding, and generosity. Andy explains how to ask insightful questions, focus on the buyer's priorities, and create a positive decision-making experience. He also shares strategies for being intentional with client interactions, ensuring every meeting or conversation brings the buyer closer to making a decision. Whether you're a professional looking to refine your business development skills or improve client relationships, this episode offers a practical framework for selling effectively without compromising authenticity.

Visit: https://therainmakingpodcast.com/

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Andy's hit "Accelerate Your Sales" podcast was acquired by Revenue.io in 2020. Since re-named "Sales Enablement with Andy Paul", the show continues to inspire thousands of sales professionals each week.

Andy has also written two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales".

He is ranked #8 on LinkedIn's list of Top 50 Global Sales Experts.

And he has consulted with some of the biggest businesses in the world including Square, Philips, Grubhub and more, making him one of the leading voices in the sales industry today.

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Website: www.andypaul.com

Linkedin: https://www.linkedin.com/in/realandypaul/

Buy Andy’s book, Sell Without Selling Out:

https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/B09RLTW23D/

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TRP 105: Pitfalls and Other Traps to Avoid When Building Business Relationships with Ivy Slater

Thu, 30 Jun 2022 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Ivy Slater, an entrepreneur, certified business coach, and internationally best-selling author, about building authentic business relationships. Ivy shares practical strategies to overcome the fear of networking, develop meaningful connections, and translate those relationships into business opportunities. She emphasizes the importance of showing up authentically, being curious, and focusing on personal connections to foster trust and long-term business growth.

Key topics include preparing for in-person networking events, asking thoughtful questions to build genuine rapport, and maintaining a system to track and nurture relationships over time. Ivy also highlights the value of follow-up and follow-through, such as scheduling check-ins, remembering personal details, and creating opportunities for deeper conversations. Whether you’re just starting to network or looking to refine your approach, this episode is filled with actionable insights for building a network that drives both personal and professional success.

Visit: https://therainmakingpodcast.com/

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Ivy Slater is the CEO of Slater Success, a boutique training, consulting and coaching company focused on growth strategies and leadership development for high-level, service-based businesses. Ivy is a professionally certified business coach, speaker, internationally bestselling author, and podcast host. She's scaled her own two businesses to multiple 6 & 7 -figures and speaks nationwide on the topics of leadership, sustainable growth, and the value of relationships. In 2020, she was a recipient of a Power Women of New York and of Long Island award, presented by Schneps Media.

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

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

www.slatersuccess.com

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TRP 104: The Flourishing Lawyer: A Multi-Dimensional Approach to Performance and Well-Being with Heidi K Brown

Thu, 23 Jun 2022 08:00:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love interviews Professor Heidi K. Brown, author of The Flourishing Lawyer: A Multidimensional Approach to Performance and Well-Being. Heidi shares her insights on how lawyers and professionals can thrive by adopting a holistic, multidimensional approach to their careers. Drawing on her background in law and her studies in positive psychology, Heidi emphasizes the importance of viewing professionals as "scholar-athletes" who can enhance their performance through intentional focus on well-being and resilience.

Key topics include the ten dimensions of fitness for professionals, such as emotional, intellectual, creative, and caregiving dimensions, as well as finding meaning and purpose in work. Heidi introduces concepts like the Individual Zone of Optimal Functioning (IZOF), which helps individuals identify their unique environments for peak performance, and "eustress," the positive form of stress that motivates growth. With practical strategies for managing stress, cultivating creativity, and building resilience, this episode offers a refreshing perspective for professionals looking to not just survive but truly flourish in their careers.

Visit: https://therainmakingpodcast.com/

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Having suffered from extreme public speaking anxiety throughout law school and law practice, Heidi’s passion lies in researching, studying, and writing about introversion, shyness, social anxiety, and extreme public speaking anxiety in the legal context—and helping quiet law students and lawyers amplify their authentic advocacy voices. Based on her research, she was appointed to serve as a Board Member of the Association of American Law Schools' Committee on Balance in Legal Education.

She also won the Global Legal Skills Award at the Global Legal Skills Conference at the Collegio di Giurisprudenza at the Università Degli Studi di Verona, in Verona, Italy in 2014, for “excellence in the advancement of global legal skills education around the world.”

Heidi is leading a Task Force on Law Student and Lawyer Well-Being at Brooklyn Law School.

Heidi is the author of four other books on federal litigation and legal writing. She resides in Brooklyn, New York and when she is not teaching or writing, she loves working out at SoulCycle, boxing, studying Italian, and accumulating stamps in her passport.

Links:

https://www.brooklaw.edu/Contact-Us/Brown-Heidi-K

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

http://www.theintrovertedlawyer.com/

www.viacharacter.org

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TRP 103: Relationship Signals for Business Development with Jamie Shanks

Thu, 16 Jun 2022 14:16:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Jamie Shanks, CEO of Pipeline Signals and pioneer in relationship signal intelligence monitoring. Jamie discusses how tracking human capital migration—such as employees being hired, promoted, or leaving organizations—can unlock valuable opportunities for business development. He highlights the importance of leveraging these “relationship signals” to focus on warm leads and existing connections rather than cold outreach, maximizing the likelihood of winning new business.

Key topics include identifying and tracking changes within client organizations, using tools like LinkedIn or services like Pipeline Signals to monitor relationship shifts, and understanding the concept of asymmetric competitive advantage—where existing relationships offer a disproportionate chance of success when a key contact moves to a new role or organization. Jamie also emphasizes the importance of time management and prioritizing accounts using objective data points, enabling rainmakers to focus on high-probability opportunities and avoid wasted efforts. Whether you're a professional service provider or a sales executive, this episode provides actionable strategies to refine your business development approach and capitalize on relationship-driven insights.

Visit: https://therainmakingpodcast.com/

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Jamie Shanks is the CEO of Pipeline Signals. Pipeline Signals is a pioneer in Relationship Signal Intelligence Monitoring, where they monitor and mine your TAM / List of Accounts for Relationship connections, Competitive Intelligence and Compelling Events like job changes.

For 10 years prior, Jamie ran Sales for Life - the world’s largest Social Selling training program for mid-market and enterprise companies. Sales for Life has trained over 250,000 sales and marketing professionals, in dozens of industries. Jamie’s workshops have been delivered across 6 continents, for brands such as Microsoft, Thomson Reuters, Oracle, American Airlines & Intel.

Links:

www.pipelinesignals.com

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

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TRP 102: Implementing a Business Development System with David Ackert

Thu, 09 Jun 2022 16:24:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love interviews David Ackert, president of Ackert Inc. and a thought leader in business development and sales acceleration for professional services. David shares his expertise on building a business development system that turns random acts of networking into a predictable, revenue-generating machine. By leveraging targeted strategies, professionals can create consistency and efficiency in their client acquisition processes.

Key topics include distinguishing marketing from business development, identifying 9 to 35 high-value contacts, and focusing on three categories of relationships: clients, prospects, and referral sources. David emphasizes the importance of creating consistent touchpoints and meaningful interactions, with 14 being the average number required to convert a lead into a client. He also discusses the role of social mechanics and proactive outreach to accelerate relationships and shorten the sales cycle. Whether you're a legal professional or in another service industry, this episode is packed with actionable insights to help you build a sustainable and effective business development system.

Visit: https://therainmakingpodcast.com/

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David Ackert, M.A., is the President of Ackert Inc. and a thought leader at the intersection of sales acceleration software and business development coaching. Over the past two decades, he has pioneered revenue acceleration programs for hundreds of professional services firms around the globe. David regularly keynotes at partner retreats and speaks at industry conferences.

Links

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

Systematic Approach to Business Development Webinar:

https://www.ackertinc.com/archived-webinars/?wchannelid=qcvb4hvim6&wmediaid=4pb2b6l5qn

Systematic Approach to Business Development White paper:

https://www.ackertinc.com/additional-resources/white-papers/a-systematic-approach-for-business-development/

6-Step Guide to Successful BD in 2022:

https://www.ackertinc.com/additional-resources/guides/6-step-guide-to-successful-business-development-in-2022/

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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TRP 101: Finding out What Keeps Your Prospects and Clients up at Night with Bruce Werner

Thu, 02 Jun 2022 08:00:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love interviews Bruce Werner, author of Your Ownership Journey, about understanding what keeps prospects and clients up at night. Bruce shares his expertise on advising executives and owners of privately-held companies, offering actionable insights into identifying client pain points and addressing key issues related to business growth, succession planning, and governance. He emphasizes the importance of understanding the life cycle of a business—from startup to decline—and how professional service providers can tailor their strategies to align with a company’s stage of development.

Key topics include the different phases of a business’s life cycle, how to craft thoughtful questions that engage clients at a deeper level, and building gravitas through expertise, thought leadership, and meaningful connections. Bruce also discusses the importance of giving value upfront to earn trust and credibility, using industry knowledge and tailored solutions to establish strong relationships. Whether you’re working with startups, growing businesses, or mature enterprises, this episode provides a roadmap for understanding and solving the challenges that keep business leaders awake at night.

Visit: https://therainmakingpodcast.com/

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Bruce Werner spent the first half of his career at Werner Ladder, with executive responsibilities in all facets of the business. During that time the family completed 6 acquisitions, and sustained 10% annual growth for over a decade. The family later exited the business in a successful LBO. As an independent consultant, he helps owners address their governance, strategy, capital, talent, and succession issues. This work is based on several decades of deep operational experience. He has started and built businesses in finance, energy, and technology, in addition to being a partner in a private equity fund. His governance experience includes forming new boards and serving on established boards, both advisory and fiduciary. Six of his ten board seats have been with family businesses. He has performed Audit, Governance, and Compensation committee work. In the non-profit world, Mr. Werner has served as Board Chair, and worked on Governance, Nominating, Strategy, Compensation, Finance, and Investment committees. Mr. Werner recently published Your Ownership Journey, a new book which focuses on the 12 secrets of personal and business success. An accomplished public speaker, he has connected with business audiences across the country on these same topics, working with Bank of America Private Bank, Vistage, Cavendish Global Forum, National Association of Home Builders, and the Turnaround Management Association. His academic relations include Northwestern’s Kellogg School, Cornell’s Smith Family Business Initiative, and Loyola University’s Family Business Center. In addition to numerous webinars and podcasts, he has been published in the Wall Street Journal, Private Company Director, Wealth Management, Estate Planning, Trusts & Estates, and other national publications. Mr. Werner received a B.S Mechanical Engineering/Public Policy from Carnegie-Mellon University. As an IBM Fellow, he graduated from Stanford University with a M.S. Manufacturing Systems Engineering degree. He completed his education at the MIT Sloan School, earning an M.S. Management with a focus on Strategy and Operations.

Links:

www.brucewerner.com

www.konaadvisors.com

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

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TRP 100: Discover the Three Key Brand Components that Help You Win Work with Kate DiLeo

Thu, 26 May 2022 08:00:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this milestone 100th episode of The Rainmaking Podcast, host Scott Love speaks with Kate DiLeo, a brand architect who has partnered with over 200 organizations to refine their messaging and drive business growth. Kate explains how a clear and compelling brand message serves as the "path of least resistance to revenue," helping businesses attract more qualified prospects, convert clients, and reduce the sales cycle. She introduces the three essential components of a winning brand: a tagline that clearly states what you do, a value proposition that addresses client pain points and offers solutions, and differentiator statements that highlight what makes your business unique.

Key topics include crafting messaging that resonates emotionally with clients, aligning sales and marketing efforts through consistent branding, and focusing on tangible differentiators such as process, expertise, or values. Kate also shares how a strong brand narrative can create deeper client engagement and lead to measurable improvements in conversions and client acquisition. Whether you're an entrepreneur or part of a larger organization, this episode is packed with actionable insights to help you build a brand that delivers results.

Visit: https://therainmakingpodcast.com/

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Kate DiLeo is a brand architect who has partnered with more than 200 organizations to craft brands that bring more prospects to the table, more users who click, and more customers who buy.

Links:

http://www.katedileo.com/

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

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TRP 99: How to Deal with Stress, Overwhelm, and the Weight of the World with Kari Schwear

Thu, 19 May 2022 08:00:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love interviews Kari Schwear, an executive coach, corporate trainer, and author of The Successful Mind: Tools for Living a Purposeful, Productive, and Happy Life. Kari shares actionable strategies to help high achievers manage stress, overwhelm, and the weight of their responsibilities. With a focus on building emotional resilience, Keri explains how intentional habits and mindset shifts can lead to a more balanced and fulfilling life.

Key topics include identifying and managing stress triggers, the importance of prioritizing self-care through morning routines, and practical techniques like the SABER method (Stop, Acknowledge, Breathe, Embrace, Redirect) to control emotional responses. Kari also highlights the role of daily habits, reframing perceptions of stress, and focusing on intentions rather than overwhelming long-term goals to achieve sustainable success.

Visit: https://therainmakingpodcast.com/

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Kari Schwear is a 7 x career path conqueror, turned professional Executive Coach, Speaker, and Corporate Trainer. Kari also co-authored the book, The Successful Mind, Tools for Living a Purposeful, Productive, and Happy Life.

Her professional career spans from hospitality to banking, to business development, real estate, the medical field, and the luxury automotive brand Porsche.

Kari started GrayTonic and the Question the Drink movement in 2018 after her own experience led her to the service of others. She holds many certifications, including Neuro-Linguistic Programming, Motivational Interviewing, Life Coaching, and several trauma courses through the NICABM. She has resided in Richmond, VA, with her husband for over three decades.

Links:

https://www.graytonic.com/

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

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TRP 98: How to Best Utilize Your Firm’s Marketing Team with Jenn Johnson

Thu, 12 May 2022 14:36:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Jenn Johnson, founder of Calibrate Legal, about effectively leveraging a law firm's marketing and business development teams. Jenn explains how partners can align their efforts with internal marketing professionals, optimize their strategies, and achieve greater results by fostering collaboration and leveraging the expertise of "revenue enablers"—the non-legal professionals who drive organizational growth.

Key topics include understanding the difference between marketing and business development, creating targeted strategies to attract ideal clients, measuring marketing ROI, and building a culture of collaboration between partners and marketing teams. Jenn also shares insights on addressing generational gaps, the importance of aligning internal and external brand messages, and creating evidence-based accountability to ensure marketing efforts lead to measurable success.

Visit: https://therainmakingpodcast.com/

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Jennifer Johnson prepares today’s law firms for tomorrow’s legal marketplace. She calls upon nearly 20 years of experience inside, and as a consultant to, law firms to deliver industry-leading strategy and executive search services.

Law firms around the world rely on Jennifer to find sophisticated talent – impact players who will bolster their brands and bottom lines. Legal marketing teams rely on Jennifer for the tools and training they need to drive performance and ROI.

As the driving force behind the Revenue Enabler movement, Jennifer is passionate about eliminating the ‘non-lawyer’ phrase and mentality. She speaks and writes on the topic regularly, and she guides Calibrate Legal’s consulting services and product development. Jennifer spent six years in lawyer recruitment and marketing at an Am Law 100 firm, and she has held numerous leadership positions within the Legal Marketing Association including currently serving as Secretary of the International Board of Directors. This positioning gives her a competitive advantage that saves her clients time and energy. Jennifer earned a bachelor’s degree from Baylor University and lives in Austin, Texas with her two children.

Links:

https://calibrate-legal.com/

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

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TRP 97: Influence is Your Superpower with Dr. Zoe Chance

Thu, 05 May 2022 15:28:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love interviews Dr. Zoe Chance, a Yale School of Management professor and author of Influence is Your Superpower, about strategies for mastering influence and persuasion. Zoe discusses how influence impacts decision-making and behavior, offering actionable insights for professionals looking to enhance their interpersonal skills and connect with others authentically. Drawing from her research and teaching, she emphasizes the importance of viewing influence as a tool for fostering relationships rather than merely transactional interactions.

Key topics include understanding influence as a broad concept, the power of asking and negotiating with confidence, and the role of mindset shifts in building authentic connections. Zoe also highlights the surprising willingness of people to say yes, the importance of learning to say no, and how environmental changes can nudge behavior. She introduces her course, How to Ask for Anything, and her book, which combines insights from behavioral economics, psychology, and personal experience to help individuals unlock their influence potential.

Visit: https://therainmakingpodcast.com/

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Dr. Zoe Chance is a writer, teacher, researcher, and climate philanthropist obsessed with the topic of interpersonal influence.

She earned her doctorate from Harvard and now teaches the most popular course at Yale School of Management, which is the basis for her international bestseller, INFLUENCE IS YOUR SUPERPOWER. Her framework for behavior change is the foundation for Google’s global food policy. and before academia, she managed a $200 million segment of the Barbie brand at Mattel.

Today, Zoe teaches smart, kind people to raise money for charity, get elected to political office, fund startups, start movements, save lives, find love, negotiate great deals and job offers, and even get along better with their kids. In other words, she helps people to use their superpower of influence as a force for good.

Links:

https://www.zoechance.com/

https://www.amazon.com/Zoe-Chance

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

Here is the link Zoe mentioned for the cause she is supporting: www.350.org

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TRP 96: Your Best Daily with Greg Hawks

Thu, 28 Apr 2022 08:00:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love interviews Greg Hawks, a professional speaker and culture specialist, about creating environments where teams thrive and individuals contribute their best daily. Greg shares insights into the role of culture in shaping workplaces that empower employees to grow, take ownership, and achieve fulfillment. By emphasizing the importance of aligning personal strengths with organizational goals, Greg offers practical strategies for leaders to foster a culture of growth and collaboration.

Key topics include how to lean into individual strengths, stretch employees with responsibilities that promote growth, and cultivate creativity to enhance team engagement. Greg discusses the significance of designing intentional environments, connecting mundane tasks to meaningful outcomes, and creating metrics to measure progress and commitment. This episode is packed with actionable steps for leaders and team members to shape dynamic workplaces that inspire excellence and innovation.

Visit: https://therainmakingpodcast.com/

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As a Corporate Culture Specialist, Greg shapes environments where everyone gets to contribute their best daily! For two decades he has mentored leaders, developed teams, crafted culture, and empowered employees. As a Keynote Speaker, he is an enthusiastic character. His style, wit, and energy consistently capture the attention and imagination of audiences. His forward thinking contributes fresh perspectives that work. He’s annoyingly optimistic, contagiously energetic, and slightly mischievous. People tend to like him. As a Virtual Conference Producer, he shapes an entirely different landscape. Designing the days, providing production, hosting the event, working with speakers and vendors - Greg fashions turn-key experiences that produce a virtual conference rivaling in-person gatherings!

Links:

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

https://www.hawksagency.com/

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TRP 95: Unlocking your Full Potential with Patrick Dossett

Thu, 21 Apr 2022 08:00:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Patrick Dossett, a Naval Academy graduate, former U.S. Navy SEAL, and co-founder of Madefor, about the mental frameworks and habits necessary for achieving peak performance. Patrick shares how high achievers can cultivate resilience, sustain focus, and perform at their best while maintaining balance and avoiding burnout. By leveraging neuroscience-based strategies, he emphasizes the power of small, actionable steps to build lasting habits that unlock personal and professional potential.

Key topics discussed include breaking challenges into manageable goals to sustain motivation, adopting a service-oriented mindset to build team cohesion, reframing adversity through gratitude, and using foundational practices such as hydration, rest, and breathwork to improve physical and mental performance. Patrick also introduces the Madefor program, which is designed to help individuals and teams enhance their mental and physical baselines, enabling them to achieve more with a balanced and sustainable approach.

Visit: https://therainmakingpodcast.com/

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Patrick Dossett currently serves as President/CEO of Madefor, working alongside a team of subject matter experts in the fields of neuroscience, positive psychology, and health and wellness to deliver world-class programming designed to help individuals unlock hidden potential.

Prior to Madefor, Dossett served in various leadership roles, first as an officer in the US Navy SEAL teams and later in the fields of technology and non-profit to create positive change at scale.

Dossett holds a bachelor of science degree in Oceanography from the U.S. Naval Academy, a master’s in business administration from the Wharton School of Business, and is the recipient of numerous awards and commendations for his service and leadership. Dossett currently resides in Los Angeles, CA with his wife, three children, and their cat, Kula.

Links:

www.getmadefor.com

@madefor (instagram)

@madefor_pat (instagram)

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

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TRP 94: The Mindset of Business Development and Sales with John Klymshyn and Douglas Hall

Thu, 14 Apr 2022 20:52:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with John Klymshyn and Douglas Hall, world-class trainers and coaches in sales and business development, about cultivating the bionic mindset for sales success. Together, they explore how combining authentic human interaction with modern tools creates sustainable and impactful business relationships.

Key topics include mastering the bionic mindset, which blends disciplined activity with human connection, fostering curiosity in conversations, and utilizing techniques such as "earning 10 seconds of pause" to create opportunities for deeper engagement. They emphasize the importance of authenticity, trust, and open-mindedness in sales while addressing modern challenges like buyer skepticism and oversaturation of sales methods.

John and Douglas share insights into their nine-week Bionic Sales program, which focuses on core sales principles adapted for today's technology-driven marketplace. The program offers actionable techniques to refine sales strategies, improve conversions, and build meaningful relationships.

Visit: https://therainmakingpodcast.com/

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John Klymshyn is a philosopher, author, Executive Coach, and Modern Day Sales Buddha. He has authored 12 books, four of which he has recorded and published as Audio Books on Audible.com. Ranging in topics from creativity to the power of language, Klymshyn has been instrumental in the growth and success of Unicorn Companies, as well as established brands (Four Seasons Hotels, Locum Tenens Recruiting Association, The American Staffing Association, Snelling, Express Employment, and others.)

Douglas Hall builds and consults with orgs ranging from Cannabis to High Tech. In his former role, he coordinated and successfully delivered a Three Dimensional Hologram Broadcast featuring Simon Sinek. His experience includes Talent Agent, Executive, Creator, and collaborator.

Links

For the discount code, type in “rain”.

http://sellbionic.com/

https://www.audible.com/author/John-Klymshyn/B001IOFCZA

klymshyn.com

https://theklymshynmethod.thinkific.com/

To watch the video of this podcast episode, please visit this link:

https://scottlovespeaks.com/video-of-podcast

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TRP 93: Trouble Ahead for Big Law with Laura Leopard

Wed, 06 Apr 2022 20:43:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Laura Leppard, founder and CEO of Leppard Solutions, about trends and challenges facing Big Law firms, with a focus on diversity, inclusion, and retention. Laura shares insights from her firm’s extensive legal data collection and predictive analytics, highlighting issues that could spell trouble for traditional law firm models if changes are not made.

Key topics include the disproportionate attrition rates of women and ethnically diverse attorneys in Big Law, barriers to advancement such as lack of mentorship and inclusion, and the rising concerns about work-life balance, particularly among millennials. Laura discusses the role of billable hours and long partnership tracks in driving dissatisfaction and outlines strategies firms can adopt to retain top talent, including flexible career paths and better promotion practices.

The episode also features insights into Leppard Solutions' use of AI and data to provide actionable business intelligence for law firms, from predicting the success of mergers to financial benchmarking for firms outside the top 200. Laura emphasizes the importance of proactive changes to avoid long-term disruption in an evolving legal landscape.

Visit: https://therainmakingpodcast.com/

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Laura Leopard is the founder and CEO of Leopard Solutions, the largest law firm data platform serving the legal industry with actionable intelligence and insights on more than 4,200 law firms worldwide and 7,000 U.S. corporate legal departments.

Laura has spearheaded Leopard Solutions’ growth and development over the company’s 18-year history and she continues to push the envelope designing new systems, business intelligence programs, and data points for its expanding client base.

Laura is frequently quoted in the media and her commentary has appeared in Law360, the Wall Street Journal, Reuters, Bloomberg Law, and Above the Law, to name a few.

Links:

Link to survey: https://www.surveymonkey.com/r/2022-women-leaving-law

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

https://www.linkedin.com/company/leopard-solutions/

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TRP 92: Be More Productive by Taming the Email Beast! with Sarah Tetlow

Thu, 31 Mar 2022 15:14:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Sarah Tetlow, CEO of Firm Focus and an expert in productivity consulting, about How to Be More Productive by Taming the Email Beast. Sarah introduces her ART system—Action, Reference, Tracking, and Trash—to help busy professionals manage their inboxes effectively and reduce overwhelm. She explains how to categorize emails, avoid decision fatigue, and implement actionable strategies to streamline email management.

Key topics include the five D’s of productivity (Do, Delay, Diminish, Delegate, Delete), creating action folders, and using automation tools like Outlook rules and Gmail filters. Sarah also shares practical tips on overcoming common email habits and building systems that enhance focus and efficiency. Whether you’re an attorney, executive, or business owner, this episode is packed with actionable insights to help you take control of your inbox and your time.

Visit: https://therainmakingpodcast.com/

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Sarah Tetlow is the CEO and founder of Firm Focus. She is an experienced productivity consultant, trainer, and speaker for attorneys and other busy professionals. Sarah uses her past experiences, organizational and strategic thought process, education, training, and organizing gift to help service professionals find more time in their busy lives. Sarah is also the creator of the ARTT™ Email Productivity course. The ARTT™ course has helped hundreds of professionals gain control of their email, mitigate using email as a distraction, effectively track important communications, and reduce stress and anxiety. Through Sarah’s passion for focused work and her unique and sympathetic coaching approach, she creates a partnership with her client that warrants learning and changed behavior. Ultimately, through Firm Focus and ARTT™, Sarah wants to help busy professionals boost productivity and reduce stress in their lives.

Links:

http://www.firm-focus.com

https://arttemail.com

https://arttemail.com/blog

Connect with https://www.linkedin.com/in/sarah-tetlow

sarah@firm-focus.com

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TRP 91: How to Use Content Marketing to Build Your Business with Bryan Collins

Thu, 24 Mar 2022 08:00:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Bryan Collins, author, content marketer, and founder of Become a Writer Today, about Using Content Marketing to Build Your Business. Bryan shares proven strategies for creating compelling content that resonates with your audience, establishes thought leadership, and drives business growth. He emphasizes the importance of identifying your audience’s pain points and tailoring your message to address their needs, using examples from his experience as a copywriter and content strategist.

Key topics include leveraging platforms like blogs, podcasts, and YouTube to showcase expertise, creating an editorial calendar for consistent content production, and using customer interviews to inform your content strategy. Bryan also discusses the concept of lead and lag measures for evaluating content performance and shares practical tips to avoid common pitfalls. Whether you’re new to content marketing or looking to refine your strategy, this episode offers actionable steps to amplify your impact.

Visit: https://therainmakingpodcast.com/

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Bryan Collins is a nonfiction author, the founder and editor of Become a Writer Today, and a columnist for Forbes.

He offers new writers practical advice about writing, creativity, productivity, and more. His work has also appeared on Fast Company, Lifehacker, and Copyblogger.

He is also passionate about helping people accomplish more at work, and when he's not writing, he's weight-lifting or running.

Links:

https://podcast.becomeawritertoday.com/

www.becomeawritertoday.com

www.bryancollins.com

https://becomeawritertoday.com/grammarly-coupon/

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TRP 90: Personal Branding for Professional Services Practitioners with Mike Regina

Thu, 17 Mar 2022 08:00:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love welcomes Mike Regina, motivational leader, speaker, and serial entrepreneur, to discuss Building a Legacy Brand for Professional Success. Mike shares his three pillars for creating a powerful personal brand: always being on, always listening, and always delivering. He explains how these principles help professionals build trust, create meaningful connections, and stand out in competitive markets.

Key topics include the importance of authenticity in personal branding, how listening and asking thoughtful questions strengthen relationships, and the role of consistent delivery in earning client loyalty. Mike also shares insights from his entrepreneurial journey and explains how focusing on relationships and adding value to others can help eliminate competition and drive long-term success. Whether you’re an entrepreneur, leader, or professional, this episode offers actionable steps to build a brand that lasts.

Visit: https://therainmakingpodcast.com/

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Mike is an entrepreneur, a philanthropist, a family man, a team player, and a leader who thrives on watching the masses and doing the opposite. He co-founded multiple companies including Big Sky Enterprises, a construction management firm specializing in healthcare, non-profits, and automotive in 2003; and Global Post Auditing Solutions in 2016, a leader and disrupter in transportation freight solutions for Fortune 500 companies. Mike currently resides in Mt. Pleasant, SC, with his wife and three kids. Surfing, golfing, and exercising still keep his competitive blood flowing as they have since his youth.

Links

To learn more on how you and your team can Build A Legacy Brand, visit mikeregina.io.

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TRP 89: How to Make Rain When It Isn’t a Natural Strength with Yuliya LaRoe

Thu, 10 Mar 2022 13:55:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love speaks with Yuliya LaRoe, business development coach and founder of LeadWise, about How to Make Rain When It Isn't a Natural Strength. Yuliya shares her expertise on overcoming discomfort with business development and provides a practical, step-by-step framework to help professionals build and grow their client base. Drawing from her experience as a lawyer and coach, she emphasizes that successful rainmaking is a skill anyone can learn with the right mindset and systems.

Key topics include the importance of understanding your personality and rainmaking style, developing a self-generating pipeline, nurturing relationships with key contacts, and mastering authentic conversations to build trust. Yuliya also introduces her five-system framework for business development, which includes strategies for pipeline building, relationship nurturing, and follow-up processes. This episode is packed with actionable insights for lawyers and professionals seeking to achieve sustainable growth in their practice.

Visit: https://therainmakingpodcast.com/

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For over a decade, Yuliya (“you-leah”) LaRoe has been partnering with law firms and in-house legal departments to support legal industry professionals in strengthening their leadership, management, and business development skills. An experienced ICF-credentialed coach, trainer, and consultant, she leverages her multicultural background and global perspective along with business savvy and leadership experience.

With a strong focus on helping her clients achieve tangible results, Yuliya serves as a strategic thought partner and objective sounding board to support her clients in achieving their agenda. Over the last decade, Yuliya coached and trained hundreds of lawyers to achieve tangible results, such as achieving equity partnership status, improving internal communication and collaboration, growing annual client billings from $100,000 to over $1,000,000, signing on Fortune 100 companies as clients, and much more. Prior to supporting legal industry professionals, Yuliya served as legal counsel and advisor to Fortune 500 companies on a variety of issues related to their global operations.

Links:

Email: ylaroe@leadwisegroup.com

Phone: (786) 520-6073

Web: leadwisegroup.com

Linkedin: https://www.linkedin.com/in/yuliyalaroe/

Download Yuliya’s Business Development Diagnostic Tool Here:

https://leadwisegroup.com/resources/

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TRP 88: How to Differentiate Yourself so Your Target Clients Hire You and Not Your Competitors with Ross Fishman

Thu, 03 Mar 2022 10:00:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love sits down with Ross Fishman, CEO of Fishman Marketing and a leading expert in professional services branding, to discuss How to Differentiate Yourself So Your Target Clients Hire You and Not Your Competitors. Ross shares actionable strategies for identifying what makes you, your practice group, or your firm unique, and how to effectively communicate that differentiation to attract ideal clients. He emphasizes the importance of avoiding clichés, embracing true character, and crafting creative, client-focused messaging.

Key topics include understanding the role of culture and values in branding, leveraging niche marketing for targeted success, and how differentiation impacts client acquisition and recruitment. Whether you're part of a large firm or a solo practitioner, this episode offers practical advice to stand out in a crowded marketplace and build a more fulfilling and profitable practice.

Visit: https://therainmakingpodcast.com/

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As CEO of Fishman Marketing, Inc., Ross helps law, accounting, and other professional-services firms dominate their chosen markets and generate increased revenue. Regularly hired to rebrand prominent firms or overhaul their websites, Ross is known internationally for strategic marketing and differentiation, and the development of the profession’s most-effective websites. Fishman Marketing has launched eye-catching marketing programs for 200+ firms from Boston to Bucharest.

Fishman Marketing has received countless international marketing awards for innovative and revenue-producing branding campaigns, including national first-place honors from the Legal Marketing Association for 17 consecutive years. Ross was also the first legal marketer inducted into the LMA’s International Hall of Fame.

A Fellow of the College of Law Practice Management and a Kentucky Colonel, Ross is known as an “educational and entertaining” presenter who has keynoted more than 500 retreats, webinars, and Ethics CLE programs on six continents (see rossfishman.com). A prolific writer, Ross has published 500 bylined articles and blog posts and ten popular marketing books, including the definitive book on law firm strategy and branding, “We’re Smart. We’re Old. And We’re the Best at Everything.” and (2) the best-selling “The Ultimate Law Firm Associate’s Marketing Checklist.” Subscribe to his entertaining blog at fishmanmarketing.com/blog.

Ross was a litigator before becoming a big-firm Marketing Director and Marketing Partner. He received a B.A. in Speech Communications, cum laude, from the University of Illinois, and his J.D. from Emory Law School.

Links:

https://www.fishmanmarketing.com/

Speaking demo video: https://www.youtube.com/watch?v=ie9nu7Xdr1Q

"250 of the Best and Worst Law Firm Brands and Websites in 2 Minutes.”

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

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TRP 87: Sell with a Story with Paul Smith

Thu, 24 Feb 2022 14:35:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love welcomes Paul Smith, a renowned expert on business storytelling and author of Sell with a Story, to discuss how professionals can transform their sales approach by incorporating storytelling. Paul shares fascinating insights into why stories resonate with clients, explaining the neuroscience behind decision-making and how storytelling appeals to both the logical and emotional parts of the brain. He also provides practical techniques for crafting compelling narratives that differentiate your services and make your message unforgettable.

Key topics include the importance of using storytelling to create emotional connections, how to structure stories effectively, and examples of storytelling in action to sell professional services. Paul also outlines the types of stories every professional needs and offers a step-by-step guide to begin integrating storytelling into your client conversations. Whether you’re a lawyer, consultant, or business leader, this episode is packed with actionable advice to help you stand out and drive results.

Visit: https://therainmakingpodcast.com/

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Paul Smith is one of the world's leading experts on business storytelling. He's a keynote speaker, storytelling coach, and bestselling author of the books Lead with a Story, Sell with a Story, The 10 Stories Great Leaders Tell, Parenting with a Story, and Four Days with Kenny Tedford.

Links:

https://www.facebook.com/LeadWithAStory

https://www.linkedin.com/in/smithpa9/

https://twitter.com/LeadWithAStory

Paul’s newsletter:

https://leadwithastory.us3.list-manage.com/subscribe?u=243a3cc95a07b7390e2025b96&id=a0f22c376f

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TRP 86: Creating a Personal Brand that Drives Sales with Kelli Schutrop

Thu, 17 Feb 2022 13:45:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love welcomes Kelli Schutrop, Vice President of Sales at Parker, to explore the transformative power of Personal Branding to Drive Sales. Kelli shares actionable strategies for leveraging your personal brand to enhance visibility, build relationships, and generate sales. Drawing from her extensive marketing experience, Kelli emphasizes the importance of creating an intentional and strategic online presence, particularly on LinkedIn, to connect with ideal clients and establish thought leadership.

Key topics include crafting a compelling LinkedIn profile, building your ideal customer profile (ICP), engaging with content effectively, and avoiding common pitfalls like being "dark" online or overly self-promotional. Kelli also discusses how integrating personal elements into your professional brand can humanize your presence and strengthen connections. Whether you’re in professional services, sales, or any B2B role, this episode provides a roadmap for using personal branding to grow your career and business.

Visit: https://therainmakingpodcast.com/

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Kelli is the Vice President of Sales at Parqa, a performance marketing agency revolutionizing the staffing industry by leveraging technology and marketing to create great candidate and client experiences, and drive enterprise-level value. Kelli has spent the past decade driving marketing-led results for staffing firms, and has consulted hundreds of business leaders across the country on their growth strategies. Her passion for marketing has inspired her to share her expertise, and she regularly hosts fireside chats with industry leaders, conducts speaking engagements, and sits on boards and committees. She serves on the American Staffing Association’s Women in Leadership Council, as well as Industry Marketing & PR Committee. Kelli has presented to industry groups including the American Staffing Association, World Staffing Summit, New York Staffing Professionals, and more.

Links:

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

https://www.linkedin.com/company/parqa/

https://parqamarketing.com/

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TRP 85: How to get new clients by finding a “Door Opener” with Kevin Wheeler

Thu, 10 Feb 2022 09:00:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love welcomes Kevin Wheeler, a consultant with over 30 years of experience advising professional services firms, to discuss Getting New Clients by Finding a Door Opener. Kevin shares innovative strategies to identify and leverage "door openers"—existing relationships or opportunities that provide access to decision-makers in target organizations. He emphasizes the importance of client intelligence, internal collaboration, and thought leadership to build trust and open doors to new business opportunities.

Key topics include strategies for cross-selling within existing client accounts, creating audit or review products as a gateway to new relationships, and the value of proactive relationship management. Kevin also highlights the importance of a patient, long-term approach to business development and the need for professional service providers to upskill in the art of selling. This episode is packed with actionable insights to help firms improve client development and achieve sustained growth.

Visit: https://therainmakingpodcast.com/

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Kevin Wheeler has been advising professional services firms on all aspects of strategy, marketing, business development, and client relationship management/key account management for more than thirty years.

Wheeler Associates is also a leading provider of strategic and client insight solutions and thought leadership delivered through bespoke market research studies.

As well as his consultancy and coaching activities, Kevin writes, blogs and lectures frequently on strategy, marketing, business development, and CRM/KAM issues facing professional services organizations.

Links:

http://wheelerassociates.co.uk/

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

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TRP 84: Relationships to Infinity with Jason Levin

Thu, 03 Feb 2022 09:00:00 -0000

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

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In this episode of The Rainmaking Podcast, host Scott Love welcomes Jason Levin, career and business development coach, speaker, and author of Relationships to Infinity: The Art and Science of Keeping in Touch. Jason shares actionable strategies for leveraging dormant ties—connections you've lost touch with over the years—to expand your network, gain fresh insights, and uncover new opportunities. Drawing on research-backed principles, he explains why authentic relationship management is at the core of successful professional growth.

Key topics include practical steps for reconnecting with dormant ties, the importance of mindset in relationship-building, and how to integrate networking into your weekly routine. Jason also explores the concept of the "social fortress" and offers tips for breaking free to create meaningful new connections. This episode provides a roadmap for attorneys, consultants, and professionals looking to grow their practice through intentional and authentic networking.

Visit: https://therainmakingpodcast.com/

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Jason Levin believes in the power of authentic relationships to transform careers. Based in Washington, D.C., he is the founder of Ready, Set, Launch, LLC® where Levin is an in-demand career and business development coach, speaker, and trainer. He has broad career experience in brand management at Unilever, consulting at Accenture, and law firm branding sales at Vault.com. Levin has been helping his clients land jobs, get promotions, transition into retirement, and build professional services practices since 2011. He has had a lifelong interest in keeping in touch, which is why he wrote Relationships to Infinity.

Links

https://amzn.to/34f2p4y

www.readysetlaunch.net

Jason Levin | LinkedIn

Ready, Set, Launch, LLC - Home | Facebook

https://www.instagram.com/readysetlaunchllc/

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TRP 83: Shifting Out of Burnout with Emily Shaules

Thu, 27 Jan 2022 20:36:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love sits down with Emily Shaules, a former lawyer turned executive coach, to discuss Shifting Out of Burnout. Emily shares her expertise on recognizing the signs of burnout, addressing its root causes, and implementing actionable steps for healing and maintaining high performance. With insights drawn from personal and professional experience, she highlights the importance of meditation, self-care, and rediscovering joy through hobbies and reflection.

Key topics include identifying early indicators of burnout, balancing personal and professional life, and using tools like meditation and life audits to reduce stress and increase creativity. Whether you’re a high-achieving professional or seeking to regain balance, this episode offers practical strategies to help you thrive.

Visit: https://therainmakingpodcast.com/

This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Emily is a Transformational Coach who works primarily with women with invisible illness. A former attorney, professional actor, and Founder/CEO, Emily went from suicidal and on 25 pills a day by the time she was 30, to thriving in her body, mind and spirit. She utilizes Hermetic and Universal laws, as well as practical health and wellness knowledge, to help those who are sick of the struggle and want to design a dream life that honors their body and experience.

Links:

https://emilyshaules.com/

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

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TRP 82: Everyone is in Sales with Larry Long

Thu, 20 Jan 2022 09:00:00 -0000

In this high-energy episode of The Rainmaking Podcast, host Scott Love welcomes Larry Long Jr., a dynamic motivational speaker and sales expert, to explore the idea that everyone is in sales. Larry shares his unique approach to sales as a way to help others, build relationships, and solve problems. Packed with humor and actionable insights, this episode offers a fresh perspective on overcoming the stigma of sales and embracing it as a force for good.

Key topics include redefining sales as helping, documenting value to improve confidence, creating a "brag book" of wins, and building trust through active listening and genuine care. Larry also emphasizes the importance of daily learning, nurturing relationships, and practicing sales skills to improve consistently. Whether you’re a seasoned professional or new to business development, this episode will inspire you to approach sales with confidence and authenticity.

Visit: https://therainmakingpodcast.com/

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Larry Long Jr is the Founder and CEO of LLJR Enterprises, which focuses on sales motivation, inspiration, training & coaching, and is the host of the ‘Midweek Midday Motivational Minute’. He is also Co-Founder and Lead Instructor of The Sales Allies, an online sales training course and supportive community designed to uplift sales professionals.

Larry is extremely passionate about coaching, and helping professionals take their game to the 'next level'. As an experienced sales leader with a demonstrated history of success in SaaS sales, Larry brings a unique perspective to the table and understands many of the challenges faced by sales professionals.

His areas of experience include Sales Training, Team Development, Leadership, & Motivation within organizations of all stages (start-up to publicly traded). Practicing what he preaches, Larry continuously seeks opportunities to learn & grow. Larry looks forward to assisting your organization.

NOTE: You can watch Larry’s interview on The Rainmaking Podcast at this link: https://scottlovespeaks.com/video-of-podcast

Links:

LinkedIn: https://www.linkedin.com/in/longjr7

Website: www.larrylongjr.com

YouTube: https://www.youtube.com/channel/UCtHsbn_-WhhtnEtCksm-UhA/videos

Twitter: https://twitter.com/larrylongjr

Instagram: https://www.instagram.com/longjr7

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TRP 81: Goal Setting with Scott Love

Thu, 13 Jan 2022 13:40:00 -0000

In this solo episode of The Rainmaking Podcast, host Scott Love shares a proven goal-setting framework to help you achieve balance and success in both your professional and personal life. Drawing from his own experiences and lessons learned from his father, an organizational development consultant, Scott introduces a six-category model for setting and evaluating goals: business, financial, family, recreational, physical fitness, and mental/spiritual. He emphasizes the importance of measuring progress, maintaining balance, and aligning goals with what truly brings fulfillment and joy.

Key topics include strategies for creating actionable, measurable goals, using visual tools like thermometers and scales to track progress, and identifying areas of imbalance to refocus your efforts. Whether you’re aiming to grow your business, strengthen personal relationships, or enhance your well-being, this episode provides practical insights and motivation to make the most of your year.

Visit: https://therainmakingpodcast.com/

Scott Love is passionate about inspiring people to reach their full potential in the workplace. He speaks professionally to all types of business groups on the topic of positive influence (and how it applies to sales, leadership, and recruiting), and also is the founder of The Attorney Search Group, a legal recruiting firm that recruits rainmaking partners and elite associates for global law firms. He is the producer of The Rainmaking Podcast and has produced podcasts since 2009. As a speaker, he has delivered over 50 live keynotes annually and delivered over 600 hours of virtual training presentations (webinars, video training, and audio presentations).

Scott is a graduate of the United States Naval Academy in Annapolis, Maryland, and is a former Surface Warfare Officer.

Links:

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

www.attorneysearchgroup.com

www.scottlovespeaks.com

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TRP 80: Crushing Sales Quotas in 2022 with Barbara Rozgonyi

Thu, 06 Jan 2022 13:53:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love welcomes Barbara Rozgonyi, founder of CoreyWest Media and a marketing, PR, and sales training expert, to share strategies for crushing sales quotas. Barbara introduces her 4D Marketing framework—Digital, Direct, Dynamic, and Data—designed to streamline business development efforts, enhance client relationships, and maximize results. With practical tips on auditing your marketing efforts, improving your LinkedIn profile, and using storytelling to connect with clients, Barbara equips listeners with tools to thrive in today’s competitive market.

Key topics include identifying your ideal client, leveraging digital PR for visibility, creating a consistent marketing strategy, and using data-driven insights to refine your approach. Whether you’re an attorney, consultant, or entrepreneur, this episode provides actionable advice to grow your brand and boost your sales performance.

Visit: https://therainmakingpodcast.com/

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Barbara Rozgonyi leads CoryWest Media, a creative business growth consultancy that attracts attention, builds brands, and connects communities within a 4D framework. Named after Barbara's mother and grandmother, CoryWest Media inspires innovation as it fuels sales. Barbara is an international trends speaker with Hungarian roots, an expert digital marketing advisor, and an intrepid sales leadership guide for virtual and IRL teams. Her clients include Fortune 50 corporations, global manufacturers, and professional services teams who want to lock in loyalty and grow market share. With future vision, Barbara began publishing her top-ranked blog, wiredPRworks, in 2006. An early social media advocate, Barbara founded Social Media Club Chicago in 2008. Her podcast, Growing Social Now, launched in 2021. She serves on the National Speaker Association Carolinas Chapter’s board of directors as Vice President of Marketing and lives in Charlotte, North Carolina right between the Blue Ridge Mountains and the Atlantic Ocean.

Links

Website: https://BarbaraRozgonyi.com

Facebook: https://www.facebook.com/BarbaraJRozgonyi

Instagram: https://Instagram.com/BarbaraRozgonyi

LinkedIn: https://LinkedIn.com/in/BarbaraRozgonyi

Twitter: https://twitter.com/wiredprworks

Podcast: www.GrowingSocialNow.com

eBook: www.CrushYourQuotas.com

YouTube: https://www.youtube.com/user/BarbaraRozgonyi

Blog: https://wiredPRworks.com

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TRP 79: How to Become a Better Rainmaker with Henry DeVries

Thu, 16 Dec 2021 13:10:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love is joined by Henry DeVries, Forbes columnist, co-host of the Marketing with a Book podcast, and co-author of Rainmaker Confidential. Together, they discuss actionable strategies for becoming a better rainmaker, from building strong client relationships to leveraging content creation as a business development tool. Henry shares insights from his extensive research on top-performing professionals and reveals how to invest time, talent, and treasure wisely to grow your practice.

Key topics include the "Trojan Horse" strategy for amplifying client relationships, adapting to virtual networking and events, and the importance of storytelling to build trust and credibility. Whether you're a consultant, attorney, or financial advisor, this episode provides practical advice to boost your business development efforts and achieve lasting success.

Visit: https://therainmakingpodcast.com/

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Henry DeVries writes a weekly business development column for Forbes.com and is the co-host of The Marketing With A Book Podcast. He is CEO of Indie Books International based in Oceanside, California, and has ghostwritten or edited more than 300 business books, including his #1 Amazon sales and marketing bestseller, How To Close A Deal Like Warren Buffett. In his book and presentations titled “Rainmaker Confidential” and “Persuade With A Story!” he shows thousands of professionals each year how to uncover hidden asset hero stories that communicate trustworthiness in two minutes or less. He earned his MBA from San Diego State University and a certificate in Leading Professional Service Firms from the Harvard Business School. On a personal note, he is a baseball nut who has visited forty-four major league baseball parks and has three to go before he can touch ‘em all.

Links:

https://rainmakerconfidential.com/

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

https://www.amazon.com/Henry-Devries/e/B00QH9JRXY%3Fref=dbs_a_mng_rwt_scns_share

https://www.forbes.com/sites/henrydevries/?sh=35efcb1c1cea

https://indiebooksintl.com/

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TRP 78: Exactly What to Say with Phil Jones

Thu, 09 Dec 2021 09:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love welcomes Phil M. Jones, internationally recognized sales expert and author of the best-selling book Exactly What to Say. Phil shares transformative insights on the power of words and how professionals can master communication to influence outcomes, build trust, and navigate points of friction in client conversations. With over 800 industries of experience, Phil explains how preparation, curiosity, and empathy are key to closing deals and fostering meaningful business relationships.

Key topics include the importance of doing "the work before the work," eliminating indecision in sales, and using debriefing to improve over time. Phil also shares practical examples of crafting the right questions to minimize objections and maximize engagement. Whether you're a professional service provider, leader, or rainmaker, this episode is packed with actionable advice for mastering influence and achieving consistent results.

Visit: https://therainmakingpodcast.com/

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You can read about Phil here:

https://www.philmjones.com/

Links:

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

Phil’s books: https://www.amazon.com/Exactly-What-Say-Influence-Impact/dp/1989025005/ref=sr_1_1?ie=UTF8&qid=1539165871&sr=8-1&keywords=phil+m+jones

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TRP 77: Your Authentic Self: The Last (and only) Edge in the Legal Profession with Aaron Baer and Dhawal Tank

Thu, 02 Dec 2021 09:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love welcomes Aaron Baer, a tech-focused M&A lawyer, and Deval Tank, founder of Build Your Book and a thought leader in sales and leadership, to discuss Your Authentic Self: The Last and Only Edge in the Legal Profession. Aaron and Deval explore the importance of authenticity in building meaningful client relationships and thriving in today’s competitive legal landscape. They argue that by sharing your humanity, knowledge, and connections, you can create a personal brand that resonates with clients and sets you apart.

Key topics include the risks and rewards of vulnerability, the role of storytelling in client development, and how authenticity can address issues like burnout and disconnection in professional services. With actionable insights from their experiences, Aaron and Deval provide a roadmap for professionals looking to build a book of business by being true to themselves.

Visit: https://therainmakingpodcast.com/

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Bio of Dhawal Tank:

Dhawal is the founder of Build Your Book and the Head of Growth at White Swan, America’s first and largest online permanent life insurance marketplace. Previously, he led growth at TUIO Payments, and has advised numerous startups on business development, sales, and marketing including UPS, Resolve Medical, Consolve, Mythic Markets, Three Good, eBound, Merging Media, Starfield, and more having delivered more than $9 million in sales. Dhawal is a globally recognized thought leader in the future of work and leadership. He has been invited and awarded at world conferences like the Symposium in Switzerland and the Drucker Forum in Austria. He has an HBA from the Ivey Business School and an MBA from York University.

Bio of Aaron Baer:

Aaron is a Partner at Renno & Co., a modern law firm focusing on tech, emerging tech, and M&A. Previously, Aaron was an equity partner at one of the largest firms in Canada at the age of 29. He is the Co-Founder of Build Your Book (and co-host of the Build Your Book podcast), which helps provide modern sales training to lawyers. Aaron is extremely active in the legal tech community and is an advisor to a number of leading legal tech companies. He was named one of the Top 25 Most Influential Lawyers in Canada, was a winner of the 2021 Precedent Setter Awards, and maintains an active thought leadership presence on LinkedIn with millions of views each year.

Links:

Listen to the Build Your Book Podcast.

Follow Dhawal Tank and Aaron Baer on LinkedIn.

Dhawal Tank: https://www.linkedin.com/in/dtankco/

Aaron Baer: https://www.linkedin.com/in/aaronbaer2/

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TRP 76: The Alternative to Mass Marketing Communications with Eric Fletcher

Thu, 18 Nov 2021 09:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love welcomes Eric Fletcher, a seasoned expert in marketing, business development, and strategic communication, to discuss The Alternative to Mass Marketing Communications. Eric explores how professionals can shift from broad-based, impersonal marketing strategies to targeted, relationship-driven approaches that foster meaningful connections and measurable growth. He provides actionable steps for building a network of allies, identifying ideal clients, and creating relationship maps to deepen trust and engagement with key decision-makers.

Key topics include the difference between marketing and business development, the importance of intentional relationship-building, and how professionals can align their strategies with their values and mission. Whether you’re a lawyer, consultant, or any service provider, this episode offers practical insights to create a customized, high-impact business development plan.

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As a former Chief Marketing Officer, advertising agency Director and broadcaster, Eric Fletcher has more than 35 years of experience designing and implementing communication and go-to market strategies for global accounting, consulting, law, and other professional service firms. His communication has been recognized with national awards from the advertising, marketing, and broadcast production communities.

Links:

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

https://twitter.com/ericfletcher

https://ericfletcherconsulting.com/

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TRP 75: Tactical Tips for Professional Services Rainmaking with Mark Roberts

Thu, 11 Nov 2021 14:26:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love welcomes Mark Roberts, a senior-level sales and marketing leader with over 35 years of experience, to share tactical tips for professional services rainmaking. Mark dives into proven strategies to build a successful book of business, from identifying ideal clients to creating data-driven business development plans. He emphasizes the importance of mindset, worthy intent, and consistent processes in driving sustainable growth.

Key topics include understanding client buying motives, leveraging data for strategic decisions, and using multi-channel approaches for impactful business development. Mark also shares insights from his experience helping firms achieve exponential growth, offering actionable advice for professionals in the legal and service industries looking to improve their rainmaking efforts.

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Mark Roberts is a senior-level sales and marketing leader with over 35 years of experience driving profitable sales growth in market-leading organizations. He has done so at companies like Timken, VMI, Gardner Denver, Mobility Works, and Frito-Lay. Mark is an author, public speaker, sales trainer, and sales coach. In 2018, he received the Business Excellence award from NSME and in 2019, The Highspot Sales Enablement Award. He was also recognized by Sales Hacker Inc. in the Sales Enablement Category. Mark is the founder of OTB Solutions, LLC, and the popular business development blog, www.nosmokeandmirrors.com, ranked #1 in fixing sales problems. Today, he is the founder and president of OTB Sales where he helps clients diagnose and improve sales effectiveness, and hire and develop their sales talent to improve sales results.

Links:

Linkedin:

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

Mark’s ebook on how to leverage the voice of your customers:

https://otbsalessolutions.com/voc/

A short video about one skill all top performers have:

https://eliteexpertsvideonetwork.com/mark-allen-roberts-do-your-salespeople-have-the-one-skill-required-by-all-top-sales-performers/

Article: Are your Salespeople selling naked today?

https://otbsalessolutions.com/are-your-salespeople-selling-naked-today/

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TRP 74: Selling Intangibles with Joel Block

Thu, 04 Nov 2021 13:11:00 -0000

In this insightful episode of The Rainmaking Podcast, host Scott Love welcomes Joel Block, futurist, venture capitalist, and hedge fund manager, to delve into the art of selling intangibles. Joel shares invaluable lessons from his career, including raising capital, navigating complex business deals, and helping professionals articulate and sell their expertise. With a focus on clarity, simplicity, and the power of asking quality questions, Joel outlines strategies for building trust and confidence in intangible sales.

Key topics include the importance of crafting crystal-clear messages, predicting client questions to establish credibility, and leveraging technology, such as intent data and conversational intelligence, to connect with prospects. Whether you're an attorney, CPA, or professional selling intangible services, this episode provides actionable steps to enhance your sales process and position yourself as an authority in your field

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Bio:

Joel Block is a futurist, longtime venture capitalist & hedge fund manager who lives in a Shark Tank like world. Initially a professional BlackJack player, counting cards and beating casinos in Las Vegas, Joel later built and sold his publishing company to a Fortune 500. His cage-rattling keynotes expose Wall Street insights and the inside track on high-velocity innovation – empowering your team to predict and prepare for its future. He also produces Profit from the Inside Podcast, which is a leading business podcast.

Links:

https://joelblock.com/

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

https://podcasts.apple.com/us/podcast/profit-from-the-inside-with-joel-block/id1435311561

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TRP 73: Storm-Proof Business Development with Julie Fleming

Thu, 28 Oct 2021 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love sits down with Julie Fleming, author of The Reluctant Rainmaker and a leading expert in legal business development, to explore how professionals can create storm-proof strategies for success. Julie shares actionable insights on adapting to external disruptions, whether it’s an economic downturn or personal challenges, and emphasizes the importance of building strong client relationships to sustain growth during uncertain times. With a focus on pivoting effectively and maintaining a clear strategy, this conversation is packed with practical advice for attorneys and professionals across industries.

Key topics include understanding the three responses to crises—panic, pretend, or pivot—and how to choose the right path, the critical role of relationships in business development, and strategies for tailoring your approach to match client needs. Whether you’re an attorney aiming to grow your practice or a business professional seeking resilience in turbulent times, this episode offers essential tools to thrive.

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Julie A. Fleming is the principal of the legal business development consulting firm Fleming Strategic and previously practiced law for over a decade, focusing on patent litigation, in firms ranging from three to over 2100 attorneys. She is the author of three books: The Reluctant Rainmaker: A Guide for Lawyers Who Hate Selling (now in its Third Edition), Seven Foundations of Time Mastery for Attorneys, and Legal Rainmaking Myths: What You Think You Know About Business Development Could Kill Your Practice. A Fellow of the American Bar Foundation, Julie holds a J.D. from the Emory University School of Law.

Links:

www.FlemingStrategic.com

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

Book: The Reluctant Rainmaker

https://www.amazon.com/Reluctant-Rainmaker-Guide-Lawyers-Selling/dp/0991125185/ref=sr_1_3?dchild=1&keywords=the+reluctant+rainmaker&qid=1632155696&sr=8-3#customerReviews

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TRP 72: Rehumanize the Sales Process with Shari Levitin

Thu, 21 Oct 2021 08:00:00 -0000

As the founder of the Shari Levitin Group, Shari has helped create over 1 billion dollars in increased revenue for companies in over 40 countries teaching her authentic, heartfelt approach.

Shari is the bestselling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know, a contributor to Forbes, CEO Magazine, and Huffington Post.

Additionally, Shari has been recognized as follows:

● Top 100 Global Inspirational Leader for 2021 by PeopleHum

● Top 50 Keynote Speakers for 2020 by Top Sales World

● Top Ten Voices in Sales for 2018 for LinkedIn

● 20 sales experts who starred in the Salesforce documentary film "The Story of Sales.”

● Top 35 Most Influential Women in Sales globally (Sales Hacker)

● 2020 Gold Medal Winner for Top Post by Top Sales World

● Top 30 authors and books to read by Vengreso, the largest digital transformation company in the U.S

● Guest lecturer at Harvard University where her book was chosen as the textbook for selling for the Strategic Selling Program

Shari, her husband, and son live in Park City, Utah. When she is not creating killer content, and presenting at sales kick-offs, Shari enjoys skiing, rock climbing, reading, and standing on her head.

Links:

www.sharilevitin.com

https://www.linkedin.com/feed/update/urn:li:activity:6770133385466785792/

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TRP 71: Specialization Leading to a Desirable Market Position with Philip Morgan

Thu, 14 Oct 2021 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Philip Morgan, positioning consultant and author of The Positioning Manual for Indie Consultants, about how professionals can use specialization to create a more desirable and profitable market position. Philip explains that specialization is a powerful advantage for those who may not naturally see themselves as salespeople, helping them attract better opportunities by focusing their expertise on a clearly defined niche. He shares practical steps for choosing a specialization, including assessing personal risk tolerance, inventorying past experience, and exploring industries or markets where one already has a head start.

Philip emphasizes that effective specialization often feels slightly uncomfortable but ultimately leads to deeper client trust, greater visibility, and sustainable growth. He discusses how to test a new focus area with small, lean experiments before heavily investing, and highlights that specialization should be treated as both a long-term commitment and a flexible starting point for future opportunities. This episode provides a thoughtful, actionable roadmap for professionals ready to differentiate themselves and build a stronger business foundation.

Visit: https://therainmakingpodcast.com/

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Philip Morgan's work on specialization, cultivating expertise, and monetizing IP helps independent consultants thrive.

Philip has helped thousands of indie consultants use specialization to find a beachhead that leads to greater visibility, profitability, expertise, and success.

He's also fascinated by those who cultivate valuable self-made expertise outside the narrow confines of the licensed professions, and I construct group challenges and experiential learning experiences that help my clients cultivate this kind of expertise.

Philip Morgan was born in the US Virgin Islands and has been searching his whole life, without satisfaction, for a commercial ginger beer that matches the fiery home-brewed ginger beer he tasted there.

After living in 28 different houses in 5 states and the aforementioned US territory, Philip seems to be settling down in Taos, New Mexico with an incredibly understanding wife and two ragdoll cats.

He enjoys hiking, snowshoeing, black and white photography, and building horn and open-baffle speaker systems.

Links:

https://philipmorganconsulting.com/

linkedin.com/in/philipmorgan

https://philipmorganconsulting.com/positioning-manual/

https://twitter.com/Philip_Morgan

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TRP 70: "Manage your Firm like a Business: Know your Numbers" with Sachin Bakhai

Thu, 07 Oct 2021 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Sachin Bakhai, CEO of Law KPIs, about how professionals can manage their firms like true businesses by making better decisions through data. Sachin shares how many firms struggle with fragmented information across systems like case management, CRM, and accounting, leading to reactive rather than proactive decision-making. He explains how consolidating internal data into actionable KPIs allows firms to track client growth, profitability, associate performance, and marketing ROI—ultimately helping leaders make smarter, faster decisions.

Sachin emphasizes that using data is not just for executives; line-level managers can leverage insights to drive efficiency, profitability, and strategic growth within their teams. He also discusses trends like the shift toward flat-fee billing and how historical data can help firms price services more accurately. This episode provides a practical roadmap for firms that want to shift from gut-based decision-making to data-driven management and long-term success.

Visit: https://therainmakingpodcast.com/

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Sachin is a visionary technologist and a serial entrepreneur. He has 20+ years of cumulative work experience including Consulting and Product start-ups. He brings significant executive leadership, sales, and marketing experience to the Company. Sachin has vast experience taking new products and services to market from concept through commercialization. As a CEO of LawKPIs, the vision is to help 10,000+ law firms to grow and succeed so they can enjoy financial independence.

Links:

www.lawkpis.com

https://www.linkedin.com/company/lawkpis/about/

https://www.youtube.com/channel/UCiH4g7GZWRSgj8epAUTs2qg

https://www.facebook.com/lawkpis/

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TRP 69: Trends in Business Development Growth with Cole Silver

Thu, 30 Sep 2021 13:25:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Cole Silver, Chief Client Officer at Blank Rome, about the evolving landscape of leadership, business development, and recruiting in the legal profession. Drawing from his experience as a business development expert and in-house counsel, Cole explores how technology, remote work, and shifting client expectations are reshaping how law firms compete for both talent and clients. The conversation dives into how video platforms have shortened the hiring process, how firms are leveraging remote work for competitive advantage, and why trust, communication, and resilience are critical in the new business environment.

Scott and Cole also discuss the ongoing war for associate talent, the growing importance of leadership development in law firms, and the limitations of the traditional billable-hour model. Scott shares his perspective on what truly drives retention and growth—emphasizing firm culture, visionary leadership, and rainmaker training as the keys to future success. With insights from both sides of the legal talent equation, this episode provides a candid, strategic look at what’s ahead for the legal industry.

Visit: https://therainmakingpodcast.com/

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Cole Silver serves as the Chief Client Officer for Blank Rome. In this role, Cole provides consultative client relationship support to the Firm and its clients, helping to identify and implement strategies and tactics to improve client satisfaction, expand into new areas of service, and ensure an outstanding client experience. With over 25 years of experience as General Counsel to several high-growth companies, Cole brings an insider's view of clients' key legal concerns and what they want and expect from the outside counsel. He has authored books and trained numerous professionals in the areas of client development and service.

Links:

www.blankrome.com

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

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TRP 68: Speaking the Language of Your Client with Ed Wallace

Thu, 23 Sep 2021 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love welcomes back Ed Wallace—business relationship expert and author of Business Relationships That Last—to discuss how professionals can better “speak the language of their clients.” Ed shares practical tools to improve client conversations, beginning with his “Relational GPS” framework: understanding a client’s Goals, Passions, and Struggles. He explains how too few professionals truly learn what matters to their clients, and shows how using discovery questions like “What was your biggest accomplishment over the last year?” can reveal deeper insights that lead to stronger relationships.

Ed also breaks down how to translate a firm’s value proposition into client-centric language that reflects the client’s specific business needs. Rather than leading with services, professionals should listen first, ask follow-up questions, and only then present a custom “value statement” that aligns with the client’s goals. This episode offers a clear, actionable process for rainmakers to approach conversations more strategically and build meaningful, business-focused relationships.

Visit: https://therainmakingpodcast.com/

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Ed Wallace consults with and speaks for corporations and associations across the globe with a client list that is a Who's Who of Fortune 500 companies. He is the author of Fares to Friends, Creating Relational Capital, Business Relationships That Last, and his most recent the #1 best-selling The Relationship Engine. In addition, Ed is currently on the Executive Education faculty of Drexel's LeBow College of Business and Villanova University's Human Resources Master's Program.

Links:

https://www.linkedin.com/in/edwallace007/

http://www.relationalcapitalgroup.com/solutions/keynote-talks/

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TRP 67: Better Sales Through Storytelling with AlexAnndra Ontra

Thu, 16 Sep 2021 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Alexandra Ontra, co-founder of Shufflrr, about how professionals can improve sales outcomes through better storytelling in presentations. Drawing from her background in advertising and interactive media, Alexandra explains that most sales decks strip away emotion by default—relying on bullet points and data instead of meaningful narratives. She argues that storytelling in business is about restoring the human element, helping prospects see themselves in the story, and creating emotional resonance around a product or service.

Alexandra introduces a simple framework: the product is the hero, the client is the co-star, and the story arc follows how the product helps solve the client’s problem and improve their outcome. She shares how Shufflrr’s interactive slide library helps sales teams create customized, on-the-fly presentations that follow the conversation—not just a static slide deck. This episode is packed with tactical storytelling advice and offers a fresh perspective on how to deliver more engaging, memorable, and client-focused pitches.

Visit: https://therainmakingpodcast.com/

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AlexAnndra Ontra is changing the way the enterprise world thinks about its most undervalued asset — the presentation. As President and co-founder of Shufflrr, AlexAnndra is blazing a trail in the emerging new discipline of presentation management. The technology she helped create is already powering the presentation strategies of hundreds of Fortune-level companies, helping them save millions of dollars by transforming humble PowerPoint slides into invaluable business assets.

Before co-founding Shufflrr, AlexAnndra made her mark in the world of advertising. After earning her Bachelor of Science degree from UT Austin, she quickly rose through the ranks at international agencies DDB and Lowe & Partners SMS, developing campaigns for blue-chip clients like American Airlines, Priceline.com, and Zales Corp.

Then in 2002, she decided to strike out on her own. Teaming up with her brother James, she launched Ontra Presentations with nothing more than a borrowed desk, two phones, and a lot of hustle. Together they cold-called prospects for eight hours a day, every day. Their persistence paid dividends, and in less than 90 days they’d landed their first big client: ABC Television.

Fast forward 12 years and over 50 Fortune-level clients later, Alex had cemented her position as a thought leader in the presentation space. But her experience had also highlighted the glaring shortcomings of existing presentation software. So, in 2014 she and her brother began an ambitious new project, combining their 30+ years of practical know-how with the latest machine learning and cloud technology. The result? Shufflrr, a powerful, elegant, easy-to-use SaaS solution that’s finally bringing decades-old presentation technology into the 21st century.

Links:

https://shufflrr.com/

https://twitter.com/shufflrr

https://www.linkedin.com/in/alexanndra-ontra-7942741/

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TRP 66: Presenting On Purpose with Charlie Cina

Thu, 09 Sep 2021 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Charlie Cina, sales trainer, speaker, and author of Expose and Close, about how professionals can master the art of the introduction to present themselves with purpose and impact from the first point of contact. Charlie shares how his early entrepreneurial experiences—like buying and growing a paper route at age 10—taught him that “the more you introduce, the more you produce.” He explains that rainmaking success starts with confidently and clearly answering the question, “What do you do?” in 10 seconds or less, with a message focused on solving the prospect’s problem.

Charlie offers a framework for creating a powerful personal presentation, sorting prospects from suspects, and building relationships through authentic engagement. He emphasizes that anyone—introvert or extrovert—can connect if they have a script rooted in truth, clarity, and client value. With tips on networking, following up, and staying top of mind using tools like OneTap Connect, Charlie equips listeners with a simple, actionable process to attract high-level clients and close more business.

Visit: https://therainmakingpodcast.com/

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Charlie Cina captivates his audiences and teaches them how to master the right mindset, missions, and moves to reach their personal potential to drive massive revenue. Through his writings, speaking, and consulting, he has built a vast group of followers known as Disciples of Sales. Charlie believes that the ability to present and persuade are necessary life skills that everyone needs to succeed. He will teach you that your primary responsibility in business is to expose your brand, expose your products, expose your services, and expose your solutions to build long-lasting revenue relationships.

Charlie has leveraged his expertise in sales and marketing to work with billion-dollar brands like Pepsi, Mandarin Oriental Hotels, and The Wynn Resort. He has acquired as clients the top motivational speakers, trainers in the world like Tony Robbins, Les Brown, and Eric Thomas. His 30 years of boots on the ground and under fire sales experience has led him to create the proven techniques and strategies to activate, acquire, and achieve massive success. Charlie will transfer to you his simple formula to make sales easy, so anyone who implements can potentially connect with high-level clients and billion-dollar companies.

Links:

charlie@charliecina.com

www.charliecina.com

www.onetapconnect.com

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

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TRP 65: Future Proofing Your Business in a World of Uncertainty with David Avrin

Thu, 02 Sep 2021 12:42:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with David Avrin—global keynote speaker, marketing expert, and author of The Customer Experience Advantage—about how professionals can future-proof their business in an unpredictable world. David explains that customer expectations have changed dramatically in recent years, with speed, access, and ease now considered standard. As clients increasingly compare service experiences across industries, firms that fail to adapt risk becoming irrelevant—even if their core service is strong.

David emphasizes the importance of eliminating friction, understanding the evolving challenges facing your ideal clients, and creating structured opportunities for conversation—both with clients and within your firm. He also shares tips on improving virtual presence, building human connection through digital platforms, and using internal “morning huddles” to spark innovation. This episode is a practical and timely guide for professionals looking to stay relevant, resilient, and relationship-driven in a rapidly changing business environment.

Visit: https://therainmakingpodcast.com/

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One of the most in-demand Customer Experience speakers and consultants in the world today, David Avrin, CSP, Global Speaking Fellow, has shared his content-rich, entertaining and actionable presentations with enthusiastic audiences across North America and in 24 countries around the world. David helps organizations better understand and connect with their changing customers and clients to help future-proof their businesses.

David's insights have been featured on thousands of media outlets around the world. He is also the author of five books including the acclaimed: It's Not Who You Know, It's Who Knows You!, Why Customers Leave (and How to Win Them Back) and his newest book: The Morning Huddle -- Powerful Customer Experience Conversations to Wake You Up, Shake You Up, and Win More Business.

Links

www.morninghuddlemembership.com

david@davidavrin.com

www.davisavrin.com

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

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TRP 64: Getting Your New Rainmakers to Produce with Mark Roberts

Thu, 26 Aug 2021 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark Roberts, sales performance expert and founder of the “No Smoke and Mirrors” consultancy, about how to get new rainmakers to produce results quickly and consistently. Drawing on over 35 years of experience, Mark explains that success in business development hinges less on personality and more on skills, motivation, and mindset. He introduces his use of assessment tools that measure competencies like the “will to sell” and identifies limiting beliefs—such as a need to be liked or discomfort discussing money—that often hold professionals back.

Mark discusses how law firms and other professional services organizations can avoid costly hiring mistakes by using data-driven assessments and behavioral interview questions to evaluate candidates before making offers. He emphasizes that rainmaking is a teachable skill, and offers insights into onboarding, coaching, and client feedback processes that support growth. From mindset reframing to value-based selling and succession planning, this episode provides a strategic blueprint for firms committed to building high-performing business developers.

Visit: https://therainmakingpodcast.com/

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Links:

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

Mark’s ebook on how to leverage the voice of your customers https://otbsalessolutions.com/voc/

A short video about one skill all top performers have https://eliteexpertsvideonetwork.com/mark-allen-roberts-do-your-salespeople-have-the-one-skill-required-by-all-top-sales-performers/

Article: Are your Salespeople selling naked today? https://otbsalessolutions.com/are-your-salespeople-selling-naked-today/

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TRP 63: How to Differentiate Your Company to Gain Attention and Drive Buyer Behavior with Margie Agin

Thu, 19 Aug 2021 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Margie Agin, award-winning B2B marketing strategist and founder of Centerboard Marketing, about how professionals can stand out in crowded markets by clearly communicating what makes them different. Drawing from her background in language, market research, and content strategy, Margie explains how companies can develop effective differentiation by listening closely to customer language, identifying real decision drivers, and crafting messaging that resonates with both emotional and business needs.

Margie outlines how authentic, customer-informed differentiation—backed by proof points and aligned with buyer goals—can help professionals avoid competing on price and instead command attention based on value. She introduces the concept of a “message map” to organize and prioritize core brand messages, and shares how even service firms can package offerings like products to make them more tangible and easier to sell. With examples from her consulting work and actionable insights, this episode is a must-listen for professionals ready to sharpen their positioning and win more of the right business.

Visit: https://therainmakingpodcast.com/

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Award-winning marketer Margie Agin helps B2B technology companies discover what makes them unique and find the words to say it. She is the founder and chief strategist of Centerboard Marketing, a marketing agency based in the Washington, DC area, and author of Brand Breakthrough: How to Go Beyond a Catchy Tagline to Build an Authentic, Influential and Sustainable Brand Personality.

As both an external strategist and an in-house marketing leader, Margie has helped companies in the cybersecurity, communications, and software industries distill complex topics into content and campaigns that drive action. She has built and led teams through times of rapid change, launched and relaunched brands, and created sustainable marketing programs that prioritize the customer experience.

Before founding Centerboard Marketing, Margie led demand generation efforts for the education technology company Blackboard and digital marketing for video conferencing leaders Tandberg and Cisco. She also taught content marketing and web writing at Johns Hopkins University. Margie completed her undergraduate work at Tufts University and earned a Master’s degree from American University.

Links for Show Notes:

Website: http://www.centerboard-marketing.com/

LinkedIn: https://www.linkedin.com/in/marjorieagin/

Amazon: https://www.amazon.com/dp/B07NTYMSW3

Email: margie@centerboard-marketing.com

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TRP 62: Getting Real Clarity in Your Business Brand with Henry Kaminski Jr.

Thu, 12 Aug 2021 08:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Henry Kaminsky, branding expert and founder of Unique Designs, about how professionals can build powerful personal brands that attract high-value clients and create real business growth. Henry shares his journey from hospital fundraiser to seven-figure entrepreneur, emphasizing that people buy you—the person—before they ever buy your service. He explains why most professionals fail to stand out online: they’re too close to their business, designing brands for themselves rather than for their ideal clients.

Henry discusses the importance of clarity, authenticity, and relevance in personal branding, especially in an era where buyers want human connection and transparency. He offers actionable strategies like interviewing top clients to refine brand messaging, using tools like AnswerThePublic to understand market language, and leveraging podcasting and LinkedIn as relationship-building platforms. Whether you’re launching a solo practice or scaling a professional services firm, this episode provides a powerful roadmap for creating a brand that resonates and drives revenue.

Visit: https://therainmakingpodcast.com/

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Henry Kaminski Jr. is the founder of Unique Designz, a full-service design, branding, and digital marketing agency that is dedicated to helping personality brands, coaches, consultants, influencers, speakers + authors design / grow their brands, scale their profits + increase their exposure online. He is the host of the popular “Brand Doctor’s Podcast” where he talks about strategies that help entrepreneurs design reputable and profitable personal brands. As a self-taught graphic designer and brand consultant, he's overcome all the odds to build a wildly successful multi-million-dollar business over the past 14 years. He has worked with a diverse range of business owners and professionals, including celebrities like Jon Bon Jovi + Fabio Viviani as well as Internet marketing expert Russell Brunson who has named Henry the "Million Dollar Brander” and recently has been inducted into the Click Funnels 2 Comma Club, by generating over$1 million single sales funnel, using the Click Funnels software.

Links:

https://uniquedesignz.net/

info@uniquedesignz.net

https://www.linkedin.com/in/henry-kaminski-jr/

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TRP 61: Succession Planning: Transferring Clients with Ease with Brenda Pontiff

Thu, 05 Aug 2021 08:55:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Brenda Pontiff, founder of PartnerTrack Academy, about succession planning and the role of trusted advisors in ensuring smooth client transitions. Brenda explains how law firms often overlook the long-term implications of a partner’s retirement or lateral move, putting client relationships at risk. She contrasts law and accounting firms, noting that the Big Four treat client transition with far more structure, process, and transparency—often using protocols, calendars, and client-facing documentation to ensure continuity and trust.

Brenda emphasizes that being a trusted advisor means anticipating client needs and staying top of mind—well beyond the scope of an individual matter. She encourages firms to develop succession protocols years in advance, document expectations, and involve the entire firm—including marketing, IT, and HR—in the transition process. With humor, candor, and deep experience, Brenda shares both cautionary tales and actionable steps for firms looking to retain client loyalty and institutional knowledge when key players move on.

Visit: https://therainmakingpodcast.com/

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Brenda Pontiff is a Six Sigma trained, client-facing business development executive bringing Big 4 sales strategies to global law firms. She is the managing principal of Partner Track Academy and provides management consulting. as well as sales coaching and workshop facilitation. to help individual lawyers, as well as firms, improve client satisfaction while increasing revenues. Brenda is also the Senior Marketer Liaison for the Los Angeles Steering Committee of the Legal Marketing Association.

Links:

www.partnertrackacademy.com

https://www.linkedin.com/in/brenda-pontiff-59284515/

bpontiff@partnertrackacademy.com

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TRP 60: Has the path to sales growth changed in the post-pandemic world? with Ken Lundin

Thu, 29 Jul 2021 08:55:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Ken Lundin, founder of Ken Lundin & Associates and creator of the Sales Alpha Roadmap, about how sales has changed—or been exposed—by the post-pandemic world. Ken explains that most professionals don’t have a closing problem; they have a value development problem. He stresses that the real opportunity lies in helping prospects envision the transformation you offer, not just showcasing features or credentials. Value must be created early in the process by getting prospects to lift their heads from the day-to-day and look toward long-term outcomes.

Ken introduces the idea of being “other-centered,” emphasizing intentionality and empathy as the foundation for effective business development. He also breaks down the flaws in the sales consulting world and presents his own “perfect meeting” framework to help professionals structure conversations that lead to deeper understanding and faster decisions. With real-world lessons from personal setbacks and client engagements, this episode provides a high-impact blueprint for professionals seeking to grow sales through clarity, humility, and client-first strategy.

Visit: https://therainmakingpodcast.com/

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The world of sales consulting is broken. With a traditional focus on what they deliver rather than how it impacts your company. If you only address training your sales team and ignore the sales strategy, process, and coaching it's like changing one tire on a car when all 4 are flat.

Ken Lundin is the President and Founder of Ken Lundin & Associates. He is the creator of The Sales Alpha Roadmap™️ His team helps B2B companies create predictable systematic sales growth leading to higher profits, lower costs, and better customer relationships.

Links:

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

https://kenlundin.com/

https://twitter.com/kglundin

https://www.facebook.com/kglundin

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TRP 59: Why Most Clients Will Not Engage You and What to do About It

Thu, 22 Jul 2021 08:55:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Terry and Drew Edwards, the father-son team behind MakeMorePlacements.com, about why most clients won’t engage you—and what to do about it. With deep roots in sales and recruiting, Terry and Drew share how professionals can boost client response rates by shifting from cold outreach to authority-based marketing. They explain how creating “client magnets”—such as ebooks, videos, or even compelling questions—helps attract now-buyers and cultivates future-buyers through trust and visibility over time.

The duo emphasizes that clients don’t buy services—they buy results. Most marketing fails because it focuses on the process, not the benefit. Terry and Drew show how positioning, emotional relevance, and consistent engagement through multiple channels can build familiarity and interest before the first call is even made. From content strategy to mindset shifts, this episode provides a tactical and philosophical guide to rainmaking in today’s attention-challenged marketplace.

Visit: https://therainmakingpodcast.com/

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Father & Son team

Helping Recruitment and Search Firm Owners make more placements, for the right fee, with less work and fewer headaches. Terry and Drew Edwards have coached thousands of recruitment and search firm owners around the world.

Terry is the author of these books which are available on Amazon:

The 7 Deadly Threats to Your Recruitment Business
The Recruiters LinkedIn lead Rush
The persuasion Influencing & Sales Recipe For Recruitment & Search Firm Owners

Links:

http://makemoreplacements.com/

https://www.facebook.com/groups/makemoreplacements

Drew's Profile

linkedin.com/in/drewmedwards

Terry's Profile

linkedin.com/in/renegaderecruiter

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TRP 58: Business Development Habits with Mo Bunnell

Thu, 15 Jul 2021 08:55:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mo Bunnell, author of The Snowball System and founder of Bunnell Idea Group, about how professionals can develop repeatable, scalable business development habits. Mo breaks down rainmaking into three manageable areas: managing opportunities, managing relationships, and managing yourself. He explains how professionals can build a simple weekly rhythm by tracking their top opportunities and investing in a short list of eight key relationships, all while committing to just three proactive business development actions each week.

Mo emphasizes the importance of long-term relationship-building and intentional outreach, noting that professionals don’t need to be extroverts to succeed—they just need a system. He also introduces his BIG framework for goal-setting: tasks that are Big impact, In your control, and Growth-oriented. For those navigating a demanding client load while still trying to grow a book of business, this episode offers a strategic, low-friction path to staying consistent and effective.

Visit: https://therainmakingpodcast.com/

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Mo Bunnell helps complex organizations grow by scaling business development skills across their organizations and creating a growth-oriented culture. He’s the author of The Snowball System, the host of the video podcast Real Relationships Real Revenue and the founder of Bunnell Idea Group (BIG), who has trained over 15,000 seller-experts at over 400 clients, all over the world.

BIG’s clients have used Mo and his team’s GrowBIG® training to give their experts a system for growth that creates ravings fans, gives a comprehensive business development framework and is, dare we say, is fun to use.

Mo started out his career as an expert himself, passing all the actuarial exams to earn their highest designation: Fellow of the Society of Actuaries. Today, Mo gets most excited working with BIG’s clients that usually fall into two camps: professional service firms like BCG, King & Spalding and Sotheby’s and service-based companies like Aetna, Constellation Energy and TransUnion.

Mo lives in Atlanta with his wife of nearly 30 years, his two daughters (when they’re home from college) and their miniature donkey, Louie Hamilton.

Links:

https://bdhabits.com

https://mobunnell.com

https://www.bunnellideagroup.com

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

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TRP 56: How to Master the Three Key Habits of Burnout-Resilient Professionals with Dr. Jack Singer

Thu, 01 Jul 2021 13:51:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Jack Singer—psychologist, author, and performance coach—about how professionals can master the habits that protect against burnout and emotional fatigue. Dr. Singer explains that burnout often stems from unrecognized thought patterns tied to two common personality traits: Type A overachievers and people-pleasers. He shares how awareness of these tendencies, combined with tools like his Thinking Pattern Worksheet, can help professionals shift from toxic self-talk to healthy, resilient mindsets.

Dr. Singer emphasizes that burnout isn’t caused by external events, but by how we interpret those events through internal dialogue. He outlines practical methods for identifying distorted thinking, managing expectations, and responding to emotional cues like cynicism or chronic fatigue. Whether it's learning to say no, challenging perfectionism, or recognizing when it’s time to seek help, this episode offers a science-backed, compassionate roadmap for maintaining high performance without sacrificing well-being.

Visit: https://therainmakingpodcast.com/

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Dr. Jack Singer holds a Ph.D. in Industrial/Organizational Psychology and a Post-Doctorate in Clinical/Sport Psychology. He has combined careers as both a Licensed Psychologist and a Professional speaker and Success Acceleration coach.

During his 37 year career as a Sport Psychologist, Dr. Singer has worked with Olympic Gold Medal winners, World Champions and Professional athletes and in his speaking and consulting career he teaches all of his audiences the exact same blueprint for developing the mindset of a champion!

For the past 33 years, he has consulted with and spoken many Fortune 1000 companies and professional HR and Sales associations, from Miami to Malaysia.

He has taught on the faculties of six universities, including the U.S. Air Force Academy and he has authored four books more than 180 articles, for a variety of journals and magazines.

Dr. Jack appears frequently on FOX-SPORTS, ESPN, CNN, MSNBC and radio talk shows throughout the U.S. and Canada.

Links:

drjack@advisingtheadvisors.com

www.drjacksinger.com

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TRP 55: Trends in Social Media with Stefanie Marrone

Thu, 24 Jun 2021 12:58:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Stephanie Marrone, legal marketing consultant and creator of the Social Media Butterfly blog, about the evolving role of social media in professional services marketing. Stephanie emphasizes that social platforms—especially LinkedIn—have become essential tools for networking, branding, and client development, particularly in a post-COVID world where digital visibility is paramount. She encourages professionals to embrace a consistent, value-driven content strategy, combining personal storytelling with industry expertise to build authentic engagement.

Stephanie highlights the importance of avoiding “me-centric” posts and instead focusing on content that is educational, relevant, and client-centered. She also stresses the underutilized power of email marketing, urging firms to develop targeted campaigns that complement their social efforts. With practical tips on hashtag use, LinkedIn company pages, repurposing content, and humanizing your brand, this episode provides a roadmap for professionals who want to stand out, stay top of mind, and win business through modern, relatable marketing.

Visit: https://therainmakingpodcast.com/

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Stefanie Marrone advises law firms (of all sizes), professional service firms, B2C and B2B companies, professional associations and individuals on the full range of marketing and business development consulting services designed to enhance revenue, retain current clients, attract new clients and achieve greater brand recognition and market share.

Stefanie has worked with a broad range of law firms of all sizes over her nearly 20-year legal marketing career from Big Law, to mid-size firms to boutique firms to solo practitioners.

She also works with accounting firms, recruiting firms, individuals, start-ups and entrepreneurs.

Stefanie understands what her clients need from working at law firms for 20 years. These firms include Sullivan & Cromwell, Paul Weiss Rifkind Wharton & Garrison, Morrison & Forester, Proskauer, Mayer Brown and McKee Nelson (which is now part of Morgan Lewis) and mid-size firm Tarter Krinsky & Drogin.

At each of these firms, she developed and executed revenue generating, business development, internal and external communications strategies, branding and multi-channel content marketing/thought leadership campaigns on a firmwide, practice, industry and lawyer level that had a real impact on the firm and its lawyers.

Knowing that so many B2B companies – especially law firms – are just scratching the surface when it comes to how they use their content and social media, she is passionate about helping organizations and their employees effectively utilize social platforms for business development, revenue generation and visibility opportunities.

A former journalist, Stefanie often writes about issues facing lawyers and legal marketers today. In addition to writing on this blog, you can follow her articles on JD Supra.

She is also a frequent conference and webinar speaker on social media and marketing-related topics.

A lifelong New Yorker, Stefanie didn’t go far from home for her education. She holds a master of science in strategic communications from Columbia University (which she completed while working full-time) and a bachelor’s degree, cum laude, in history and art history from New York University.

Giving back to the industry that has given her so much is very important to Stefanie. She has served in several local, regional and national Legal Marketing Association volunteer roles. She was secretary of the LMA’s Northeast Region and co-chair of the 2019 LMA Northeast Regional Conference.

Stefanie lives in New York City with her French bulldog puppies Lucy and Scarlett, who serve as her company’s CFOs (Chief Frenchie Officers).

Links:

https://www.socialmediabutterflyblog.com/

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

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TRP 54: How to Simply Your Approach to Marketing with Tom Nixon

Thu, 17 Jun 2021 09:58:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Tom Nixon, co-founder of the Thought Leader Collaborative, about how professionals can simplify their marketing strategy to build authority and win business. Tom shares his “one plus one” approach: focus on a single social media platform—ideally LinkedIn for most professionals—and pair it with a consistent email strategy. By reducing complexity and eliminating ineffective tactics, professionals can concentrate on delivering valuable content to a clearly defined audience.

Tom emphasizes the importance of identifying your ideal client, creating content that answers their most pressing questions, and delivering that content consistently via the channels they trust most. He explains how thought leadership is built through generosity and focus, and how even simple, short-form posts or email updates can establish credibility and drive inbound interest over time. For professionals overwhelmed by the clutter of modern marketing, this episode offers a clear, actionable path to doing less and achieving more.

https://therainmakingpodcast.com/

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Tom Nixon is co-founder of the Thought Leader Collaborative, a community of professional service providers learning and collaborating to convert their subject matter expertise into thought leadership...and thought leadership into new business.

The Thought Leader Collaborative guides professionals along a proven path to grow their practices on LinkedIn, based on demonstrated best practices employed by other successful thought leaders.

He and his partner Jay Harrington host The Thought Leadership Project podcast weekly, providing tips, insights and guidance on all matters related to thought-leadership content marketing.

LinkedIn: https://www.linkedin.com/in/tnixon16/

https://www.thoughtleadercollaborative.com/

Podcast: http://thethoughtleadershipproject.com

The Fix Newsletter: thefixnewsletter.com

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TRP 53: How to Build a Brand Through Speaking Engagements with Jane Atkinson

Fri, 11 Jun 2021 14:45:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jane Atkinson, speaking industry expert and author of The Wealthy Speaker, about how professionals can use public speaking to build their brand and attract new business. Jane shares how simply being seen on stage positions professionals as vetted authorities—boosting visibility, credibility, and trust. She emphasizes that speaking to the right audiences, even without being paid, can lead to significant business growth if done strategically.

Jane offers tactical advice for getting started, including identifying your expertise, writing consistent LinkedIn content, pitching to trade associations, and using storytelling to subtly promote your services. She explains how a strong call to action and intentional branding can help professionals convert speaking engagements into meaningful business opportunities. Whether your goal is a few high-impact presentations per year or a larger speaking platform, this episode offers a roadmap to using speaking as a tool for rainmaking.

https://therainmakingpodcast.com/

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Jane Atkinson is an expert in the professional speaking business, and helps professionals who want to develop a business that includes revenue from speaking engagements. In this podcast, Jane shares ideas to those who want to build a brand through speaking. Jane has worked in the speaking business at a speakers bureau, an organization that books speakers for meetings, and also representing high level speakers as an agent.

Jane’s website is www.speakerlaucher.com and you can see the books she has written on this link:

https://www.speakerlauncher.com/product-category/books/

https://www.speakerlauncher.com/million-dollar-business-with-scott-stratten/

Her books include The Epic Kenote, The Wealthy Speaker 2.0, and Scaling Your Speaking Business.

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TRP 52: Radical Relevance with Bill Cates: Sharpen Your Marketing Message, Cut Through the Noise, Win More Ideal Clients.

Thu, 03 Jun 2021 11:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Bill Cates, relationship marketing expert and author of Radical Relevance, about how professionals can sharpen their marketing message to break through the noise and win more ideal clients. Bill explains that in today’s saturated market, being relevant isn’t optional—it’s essential. He shares why clarity is the key to connection and how vague messaging leads to vague results. Using examples from his consulting work, Bill walks through how to craft benefit-driven, emotionally resonant messages that speak directly to a target audience’s needs and aspirations.

Bill introduces actionable frameworks, including persona development, the “benefit of the benefit,” and his “anyone can, only we can” method for articulating differentiation. He also emphasizes the importance of empathy in messaging and urges professionals to understand both the external and internal “villains” their clients face. This episode is packed with practical tools for rainmakers looking to communicate more clearly, attract right-fit clients, and position themselves as indispensable problem-solvers.

https://therainmakingpodcast.com/

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Bill Cates has been an entrepreneur for almost 40 years. He has started, built, and sold two successful book publishing companies.

After the sale of his second publishing company, Bill devoted the last 25 years to the art and science of relationship marketing. He has three books on the topic of referrals: Get More Referrals Now, Don’t Keep Me a Secret, and Beyond Referrals.

As the founder of The Cates Academy for Relationship Marketing – Bill has become widely recognized as an international expert in his ability to help businesses create exponential growth through purposeful word of mouth, strategic networking, referrals, and personal introductions.

Bill has now turned his attention to helping businesses and professionals develop and communicate more relevant and compelling value propositions to win more ideal clients or customers. His newest book is Radical Relevance – Sharpen Your Marketing Message, Cut Through the Noise, Win More Ideal Clients.

Links:

www.RadicalRelevanceBook.com

www.ExponentialGrowthGuide.com

https://www.thecatessystem.com/radical-relevance

www.referralcoach.com/resources

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TRP 51: Leveraging Technology to Build and Strengthen Client Relationships (From Anywhere)

Thu, 27 May 2021 15:32:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Heinan Landa, founder and CEO of Optimal Networks, about how professionals can leverage technology to attract, delight, and retain clients. Drawing from three decades of experience helping law firms and professional services organizations navigate rapid technological change, Heinan explains that client expectations around responsiveness, expertise, and convenience have fundamentally shifted—and that firms must evolve their digital tools to meet those demands.

Heinan outlines four pillars of exceptional client service—responsiveness, expertise, results, and innovation—and shows how each can be supported through smart technology choices. From mobile accessibility and collaborative tools like Slack to data tracking and client service metrics, he shares how even simple upgrades can have a big impact. He also emphasizes that professionals should evaluate how well their tech setup supports hybrid work and engage marketing teams in conversations about client experience. This episode offers a roadmap for professionals who want to use technology not just to keep up, but to stand out.

https://therainmakingpodcast.com/

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Heinan Landa is the Founder and CEO of Optimal Networks, Inc., a globally-ranked IT services firm. After earning his B.S. and M.S. in Electrical Engineering and Computer Science from Johns Hopkins University, Heinan went on to receive his MBA from The Wharton School of Business. Featured in Legal Management, Legal Times, Chief Executive, Inc. Magazine, Forbes, CIO, and with regular appearances on WJLA-TV, WTTG-TV, and WUSA9, Heinan is a trusted leader in the legal, technology, and business spaces.

Heinan has been providing IT services to law firm for nearly three decades and is the author of “The Modern Law Firm: How to Thrive in an Era of Rapid Technological Change".

Link:

www.optimalnetworks.com

hlanda@optimalnetworks.com

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

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TRP 50: Building Referral Relationships without Begging or Advertising with Josh Baron

Thu, 20 May 2021 15:16:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Josh Baron, a criminal defense attorney and author of The Business of Criminal Law, about how professionals can build a thriving referral-based practice without advertising or asking for referrals outright. Josh shares how he transformed his practice by focusing on second-order referrals—those that come from colleagues and allies, not necessarily clients themselves. He explains how improving the client experience through intentional, high-impact moments and consistent service excellence led to more trust and more organic referrals.

Josh also discusses how tools like Net Promoter Score and Google reviews helped him identify and fix weak spots in his client service. He emphasizes the power of authentic generosity over transactional outreach, recommending that professionals focus on delighting clients and adding value to referral partners. From personalized follow-up to relationship-building on LinkedIn, this episode offers a thoughtful framework for professionals looking to grow through sincerity, service, and strategy.

https://therainmakingpodcast.com/

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Joshua Baron is a criminal defense lawyer in Salt Lake City, Utah. He's represented clients in serious felonies and misdemeanors throughout the state since starting his own practice in 2009. He's won not guilty verdicts in significant drug distribution, burglary, sexual assault, and domestic violence cases. He lives in Lehi, Utah with his wife and 11 children. He is the author of The Business of Criminal Law: How to Build a Criminal Defense Practice You and Your Clients Will Love.

Josh graduated from Cal Poly, Pomona with a degree in history when he was 18 years old. He and his wife have been foster parents to 30 children.

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TRP 49: How to Become a Sales Warrior with Jason Forrest

Thu, 13 May 2021 18:17:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jason Forrest, CEO of Forrest Performance Group and author of The Mindset of a Sales Warrior, about how professionals can elevate their performance by embracing the mindset of a modern-day sales warrior. Jason explains that a sales warrior is not just a closer—but a protector, an advocate, and a leader committed to serving clients with conviction and confidence. He introduces the “GUMP” framework: Goal-oriented, Unleashed from self-doubt, Motivated by purpose, and Procedural-based in their approach.

Jason shares how successful professionals create repeatable systems, maintain high follow-up energy, and use persuasive storytelling to differentiate themselves. He also introduces his “VETO” method—Vision, Example, Teach, Own—for shaping powerful sales messages that overcome objections and build trust. This episode is packed with high-impact strategies for professionals looking to improve their mindset, sharpen their messaging, and sell with integrity and influence.

https://therainmakingpodcast.com/

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Jason Forrest, CEO at FPG (Forrest Performance Group) is a leading authority in culture change programs and an expert at creating high-performance, high-profit, and "Best Place to Work" cultures. The winner of five international Stevie Awards for his training programs, Jason is also an award-winning author of six books, including Leadership Sales Coaching – rated as one of Selling Power Magazine's Top Sales Books.

www.fpg.com

https://maryandjasonforrest.com/

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

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TRP 48: Improving Processes and Systems within your Practice with Jay Harrington

Fri, 07 May 2021 13:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love continues the conversation with Jay Harrington, legal marketing consultant and author of The Productivity Pivot, on how professionals can scale their practices through better time management, vision-driven planning, and systems thinking. Jay explains that building a sustainable book of business requires carving out time to work on your practice, not just in it. He introduces the importance of the Eisenhower Matrix to distinguish between urgent and important tasks, and urges professionals to eliminate or delegate low-value activities in order to make room for high-impact work like business development and leadership.

Jay outlines how systems—such as onboarding processes, billing procedures, and client workflows—can be documented and delegated to free up capacity. He emphasizes the power of creating a long-term vision, setting measurable goals, and enlisting team members to share in that vision. With clear examples and actionable steps, this episode offers a blueprint for lawyers and professionals who want to grow their practice with more clarity, consistency, and control.

https://therainmakingpodcast.com/

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Jay Harrington is a business coach and trainer, and consultant to lawyers and law firms. He is the founder and president of Harrington Communications, a leading thought-leadership marketing agency for law firms. Jay is the host of The Thought Leadership Project podcast, and is the author of three books, The Productivity Pivot, One of a Kind Lawyer and The Essential Associate. Jay formerly practiced law at Skadden Arps and Foley & Lardner, and he also founded and ran a boutique corporate restructuring law firm. He is a graduate of the University of Michigan Law School.

https://www.hcommunications.biz/thethoughtleadershipproject

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TRP 47: Rainmaking Lessons from the Crisis with Pat Gillette

Thu, 08 Apr 2021 13:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love welcomes back Pat Gillette—litigator, author, and one of the country’s leading voices on rainmaking and gender equity in the legal profession—for a conversation on rainmaking lessons during times of crisis. Pat shares how the COVID-era shift to remote work opened up unique opportunities for professionals to strengthen client relationships by simply reaching out and showing genuine care. She emphasizes that meaningful connection and visibility are key drivers of business development, especially for those who may not consider themselves natural rainmakers.

Pat also dives into the topic of self-promotion, explaining how it’s less about bragging and more about confidently articulating your value in a way that resonates with others. She offers tactical advice for professionals—especially women—on how to accept compliments, tell personal success stories, use social media effectively, and ask for opportunities without fear. This episode is filled with practical strategies for building visibility, managing self-doubt, and promoting yourself with authenticity and purpose.

https://therainmakingpodcast.com/

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Patricia K. Gillette is one of the country’s leading experts and most sought-after speakers on gender diversity and equality, and she also speaks on the topic of rainmaking and client development. She was a top-rated employment lawyer and litigator for 40 years as well as a major rainmaker in her firms. In 2015 she resigned as a law firm partner to pursue her passion for changing the legal profession as an author and keynote speaker. Patricia was also invited to join JAMS and now spends some of her time mediating employment-related cases.

http://www.patriciagillette.com/article/rainmakers-born-or-bred

http://www.patriciagillette.com

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TRP 46: Scaling Your Business with Jay Harrington

Mon, 29 Mar 2021 16:29:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jay Harrington—former big law attorney, author, and founder of Harrington Communications—about how professionals can scale their practices beyond the limits of their own billable hours. Jay explains that true scale in professional services comes from creating systems, building teams, and narrowing your focus to gain deeper expertise and more visibility. Drawing from his legal and entrepreneurial background, he shares how narrowing a practice area actually expands opportunity by allowing professionals to stand out, raise rates, and reduce marketing complexity.

Jay emphasizes that scaling isn’t just about delegation—it’s also about becoming known as a trusted advisor and thought leader. By consistently showing up through writing, speaking, and networking in a focused niche, professionals can build a reputation that attracts inbound business and enables long-term growth. This episode is filled with practical insights for lawyers and service providers looking to grow their book of business strategically and sustainably.

https://therainmakingpodcast.com/

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https://www.hcommunications.biz/thethoughtleadershipproject

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TRP 45: How to Get Your Dream 50 Influencers Growing Your Business for You Every Week for a Year with Seth Greene

Fri, 12 Mar 2021 21:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Seth Greene, direct response marketing expert and founder of MarketDominationLLC, about how professionals can use podcasting and strategic partnerships to generate a consistent stream of high-value business. Seth shares his “Dream 50” strategy—a system for identifying 50 key influencers in your niche and building relationships with them through value-driven content like podcasts, blog posts, social media, and direct outreach. The goal is to turn these influencers into referral sources, collaborators, and even clients by offering them visibility first.

Seth explains why podcasting works best when it’s focused on promoting the guest, not the host, and how professionals can build authority by interviewing the right people, publishing content across multiple platforms, and tapping into their guests’ networks. He outlines how this approach, rooted in generosity and influence, creates leverage and scalability—especially for those in high-trust, high-ticket industries like law, finance, and consulting. For professionals seeking a smarter way to grow through content and connection, this episode offers a powerful playbook.

https://therainmakingpodcast.com/

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Seth is the nations foremost authority on growing your business with a direct response marketing podcast. Seth is the cohost of The Sharkpreneur Podcast with Shark Tanks Kevin Harrington, which was named the number 6 podcast to listen to in 2019. He is also the founder of the direct response marketing firm www.marketdominationllc.com and he is an 8 time best-selling author who has been interviewed on NBC NEWS, CBS News, Forbes, INC, CBS money watch and many more!

Follow Seth: https://marketdominationllc.com/

Facebook https://www.facebook.com/MarketDominationLLC/

@marketdominationllc

Instagram https://www.instagram.com/market_domination_llc/?hl=en

@market_domination_llc

Twitter https://twitter.com/MktDominationUS?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor

@MKTdominationUS

LinkedIn https://www.linkedin.com/company/market-domination-llc https://www.linkedin.com/in/sethgreene

Listen to The Sharkpreneur Podcast wherever you listen to podcasts!

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TRP 44: Turn Your Content Marketing into Something Google Will Love with Chris Walker

Fri, 05 Mar 2021 17:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Chris Walker, founder of Advocate SEO, about how professionals can turn content marketing into a high-performing business development tool through search engine optimization. With over 15,000 hours of SEO research and analysis, Chris explains how Google rewards websites that offer high-quality, authoritative content designed to answer specific user questions. He breaks down key concepts like “site quality ratio,” topical authority, and how to analyze competitors' top-ranking content to create your own superior resources.

Chris also introduces tools like Ahrefs to help identify the most valuable search terms and topics for your target audience. He emphasizes that SEO success comes not from simply publishing more content, but from publishing better content—pages that serve as comprehensive resources and demonstrate expertise. For professionals looking to improve visibility, drive organic traffic, and generate inbound leads through their website, this episode offers a roadmap to getting started and scaling effectively.

https://therainmakingpodcast.com/

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Chris Walker is the Founder of Advocate SEO and consummate SEO professional, Chris has been a student of organic search for more than a decade and a half. During this time he’s personally devoted more than 15,000 hours to SEO research, testing and analysis. His goal is to help clients compete at the highest levels of SEO and to further this objective he’s built his accumulated SEO knowledge into a powerful resource and SEO training program for attorneys. He’s an avid supporter of taking advantage of all that SEO has to offer, focusing on using SEO as a strategic tool to drive new business for today's law firm that relies heavily on their website presence for driving revenue.

· https://advocateseo.com

· https://www.attorneyseotraining.com/therainmakingpodcast

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TRP 43: Using Data to Find Business Development Opportunities with Laura Leopard

Mon, 01 Mar 2021 14:09:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Laura Leopard, founder and CEO of Leopard Solutions, about how law firms can use data to drive smarter business development and growth. Laura shares how her company evolved from distributing attorney data on CDs to becoming a powerful business intelligence platform used by firms worldwide. She introduces several tools within Leopard’s Business Intelligence Suite, including a merger and acquisition predictor, a lateral ROI calculator, a diversity tracking dashboard, and the newly launched Connection Tool—designed to help attorneys find warm introductions to in-house counsel through verified, meaningful connections.

Laura explains how the Connection Tool uses historical and real-time data to map relationships between law firm attorneys and corporate counsel—based on shared work history, education, and firm affiliations—making it easier for lawyers to initiate authentic business conversations. She also discusses Leopard’s real-time law firm ranking index and how diversity metrics are becoming a competitive differentiator. For legal marketers, firm leaders, and rainmakers, this episode highlights how leveraging data can lead to more informed decisions, stronger client relationships, and better strategic planning.

https://therainmakingpodcast.com/

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Laura Leopard is Founder and CEO of Leopard Solutions, the largest and most accurate law firm data platform serving the legal industry with actionable intelligence and insights on over 4,200 law firms worldwide and 7,000 US corporate legal departments.

Leopard Solutions is the most in-depth and accurate law firm data platform offering actionable intelligence and insights for the legal industry. Established in 2002, Leopard Solutions delivers current, high-quality, cost-effective attorney and law firm research solutions

www.leopardsolutions.com

NOTE: Laura Leopard is hosting a webinar on March 4, 2021 at 12 PM Eastern time. Details below:

Topic

Leopard Solutions 2020 State of the Legal Industry Annual Report

Description

2020 was a year unlike any other in the legal market due to the COVID-19 pandemic, which will have a long-lasting impact on the legal market. Many law firms in the top 200 weathered the pandemic due to prudent actions and smart planning – some even used 2020 as an opportunity for strategic growth. Lessons from past downturns helped law firms respond to near-term challenges and set the right priorities for the future.

Join us as we reveal insights from our Leopard Solutions 2020 State of the Legal Industry Annual Report. Our speakers will discuss findings from our data over the past year, including:

• Trends in lateral hiring among the top 200 law firms in 2020

• Trends in law firm mergers and acquisitions

• Law firm growth and declines over the past year

• Predictions for what 2021 may bring for the legal market

• Insights from some of the leading professionals in the legal industry

Time

Mar 4, 2021 12:00 PM Eastern Time (US and Canada)

Registration link: https://zoom.us/webinar/register/WN_h4dSWu2oT5KXBnWf2-u5Dw

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TRP 42: Why Price Shouldn’t be One of Your Offering’s Features with Mark Boundy

Fri, 19 Feb 2021 18:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark Boundy, sales consultant and author of Radical Value, about how professionals can shift the focus from pricing to outcomes in their client conversations. Mark explains that buyers don’t purchase services—they purchase the results those services deliver. He urges professionals to stop viewing price as just another feature and instead position it as the counterbalance to the outcomes they help clients achieve.

Mark emphasizes that the best rainmakers ask insightful, outcome-oriented questions that uncover what clients truly value—whether it’s financial gain, risk reduction, or career protection. He explains how to quantify those outcomes in the client’s own terms, making your fees easier to justify and harder to compare. Professionals who co-create value through deep listening and smart questioning, he argues, can win more business at higher margins without relying on discounts. This episode is packed with strategic insights for anyone who wants to sell on value instead of price.

https://therainmakingpodcast.com/

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Boundy has grown businesses in a variety of industries by virtue of his relentless focus on uncovering customer value and delivering high-value results.While at W.L. Gore & Associates, Mark began weaving a focus on customer value into Miller Heiman’s complex selling methodologies. This combination grew one of that company’s most competition-threatened products by twenty percent/year…every year…while increasing margins and profits. At Lucent Technologies, Mark applied his customer-value approach; pivoting the world’s first carrier-class VoIP product away from a cost-saving to a platform for delivering applications which had never existed: virtual call centers, virtual office presence — even the first product roadmap for Unified Communications platforms, and being awarded a patent for a multimedia conferencing. Switching to Commercial Finance, he ultimately found his way to GE Capital. Instead of simply selling money–the ultimate commodity, Mark learned each customer’s businesses, in order to deliver unique value to each, with decidedly non-commodity pricing. Mark’s client portfolio was in the top 5% in top-line revenue, while also in the top 5% for profitability.

Links for show notes:

www.boundyconsulting.com

Mark Boundy’s Youtube video channel: https://www.youtube.com/channel/UC5-8m00Dx86FTBu9lTEYIGQ?view_as=subscriber

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

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TRP 41: How to Effectively Rock the Virtual Stage with Rich Bontrager

Thu, 11 Feb 2021 17:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Rich Bontrager—also known as “Trigger”—a veteran broadcaster and virtual presentation coach, about how professionals can improve their presence and communication in virtual settings. With over 30 years of experience in broadcasting and public speaking, Rich helps executives and professionals “rock the virtual stage” by using intentional setup, presentation techniques, and confidence-building strategies that translate well on camera.

Rich shares practical tips for lighting, audio, camera angles, and green screen use, emphasizing that even simple upgrades—like raising your webcam to eye level, using natural light, or standing during calls—can dramatically improve engagement. He explains how to create a professional, distraction-free background and how to use voice, body language, and pacing to communicate with clarity and impact. This episode is filled with actionable advice for anyone looking to level up their virtual presentations, webinars, and video meetings.

https://therainmakingpodcast.com/

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Rich Bontrager should be dead at least three times, and yet he has defied the odds medically since birth, through a severe fire accident, liver failure, and transplant in 2017. "Trigger," as he is known, has enjoyed a 30-year career as a sports broadcaster, talk-show host, and now keynote speaker, despite being born with a horrible stutter.

With his expertise, Rich now coaches and equips executives, leaders, speakers, and organizations "How To Rock the Stage." With his coaching and programs, Rich coaches and quips leaders how to more effectively share their message via the Virtual Stage more powerfully and entertainingly. As Rich Bontrager believes, "The Virtual Stage is an ever-expanding platform with limitless potential to impact the world…if, you know how to Rock it." Besides running his speaking and coaching company, Rich is currently an Executive Leader with C-Suite Network created by CEO Jeffrey Hayzlett. Where his “How to Rock The Virtual Show” now airs on C-Suite TV Network. * Weekly live Webinar: How to Rock the Virtual Stage

Which includes interviews, insights, and practical tips to enhance a person's efforts on the Virtual Stage

* I am also available for a FREE 30 min to consult to how I may help you more effectively Rock the Virtual Stage

https://www.richbontrager.net/

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TRP 40: What's New in Law Firm Sales with Steve Bell

Thu, 04 Feb 2021 18:15:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Steve Bell, senior consultant at LawVision and a pioneer in law firm sales strategy, about how the legal industry is evolving in its approach to business development. As the first person to lead a formal sales function at a U.S. law firm, Steve shares insights from his groundbreaking work at Womble Carlyle and his experience leading sales teams at Pricewaterhouse and Grant Thornton. He explains how the profession’s historical resistance to the word “sales” has shifted, with more firms embracing structured business development strategies and investing in experienced sales professionals.

Steve discusses the rise of strategic account management in law firms, modeled after successful practices in the accounting industry, and predicts that law firms will increasingly empower business professionals—potentially even as firm owners—as regulatory environments change. He outlines how firms can stay competitive by studying other industries, hiring the right sales talent, and exploring innovative ownership structures. For firm leaders and professionals looking to modernize their approach to client development, this episode offers valuable perspective and practical next steps.

https://therainmakingpodcast.com/

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Steve Bell is a senior consultant at LawVision. A pioneer of law firm sales and marketing, in 2001 he created the legal profession’s first sales function at Womble Carlyle and continued to lead the team for 18 years. He was a longtime leader and was elected as Chair of Lex Mundi’s Marketing and Business Development Committee. Prior to his successful career at Womble, Steve built and led sales forces at Price Waterhouse and Grant Thornton, where he was a partner. This wealth of innovation and in-house experience renders Steve’s advice as leading-edge, pragmatic, practical and grounded in law firm realities. Steve and co-author Silvia Coulter, a principal at LawVision have written and will soon release a new book: SAM-Legal: From Key Clients to Strategic Accounts, A Guide to Law Firm Strategic Account Management.  “You may read more about Steve’s background and experience at https://lawvision.com/consultants/steven-m-bell/

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TRP 39: How to Stop Selling and Create Deep Trust with Ari Galper

Thu, 28 Jan 2021 17:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Ari Galper, world-renowned expert in trust-based selling and author of Unlock the Sales Game, about how professionals can remove pressure from the sales process and instead build trust that leads to deeper client relationships and higher conversion rates. Ari shares the origin story behind his sales philosophy and explains that most salespeople unknowingly sabotage deals by focusing too much on outcomes rather than connection.

Ari outlines how trust is built not through relationship-building or pitching, but by letting go of the sale, asking better questions, and creating a pressure-free environment where clients feel safe to tell the truth. He introduces powerful trust-based language—like “Where do you think we should go from here?”—that shifts control to the buyer and removes the need for follow-up calls, sales scripts, and chasing. This episode offers a bold, counterintuitive take on selling that empowers professionals to stop persuading and start earning real trust.

https://therainmakingpodcast.com/

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Ari Galper is the world's most sought after trust-based selling authority and has been featured in CEO Magazine, SkyNews, Forbes, INC Magazine and the Australian Financial Review. As trust rises to the top of business leaders' agendas, Ari's mission is to share his unique approach to creating deep trust in how people sell, so the dreaded act of "chasing" and the painful experience of rejection is eliminated forever - a feat never thought possible, until now.

In his best selling book, "Unlock The Sales Game", he describes his revolutionary sales approach based on getting to the truth and why focusing on creating deep trust is 10 times more profitable than chasing elusive buyers. It is specifically for business owners, consultants and sales professionals, who struggle with converting potential clients into paid clients. Many focus on growing their networks, having more conversations ("numbers game"), but converting them into paying clients, remains an elusive mystery. The Unlock The Sales Game premise, is based on humanizing the sales process, in such an elegant and natural way, that the truth quickly emerges between buyer and seller, so the painful and arduous "chasing" process no longer has to happen to make a sale.

www.UnlockTheGame.com

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TRP 38: Selling with Your Ears Instead of Your Mouth with Mike Lejeune

Thu, 21 Jan 2021 14:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mike Lejeune, leadership consultant and former executive search firm owner, about the power of “selling with your ears instead of your mouth.” Drawing on decades of experience in recruiting and consulting, Mike emphasizes that effective business development starts with empathy, relevance, and deep listening. He explains how professionals can shift away from pitch-driven conversations and instead focus on the client’s needs, challenges, and emotions—especially in today’s post-pandemic “reset” environment.

Mike encourages listeners to prepare for meetings by crafting thoughtful questions rather than rehearsing sales scripts. He shares techniques like summarizing what clients say to confirm understanding, staying fully present in conversations, and uncovering the deeper personal drivers behind business decisions. This client-first approach builds trust and positions professionals as valued advisors, not vendors. With practical takeaways and heart-centered insights, this episode is a must-listen for anyone looking to deepen relationships and close more business by leading with listening.

https://therainmakingpodcast.com/

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Mike Lejeune has a passion for developing tomorrow’s leaders. Mike delivers keynote addresses, workshops, courses and retreats designed to enhance leadership effectiveness, emotional intelligence, culture shaping and communications.With over 25 years as a leader in the executive search industry, Mike served as President of Stevenson & Company, one of the top search firms in Texas specializing in accounting finance, corporate administration, and information technology serving Fortune 500 corporations, Big 4 accounting firms, and rapidly emerging privately held companies.

Website https://lightingthepath.net

LinkedIn https://www.linkedin.com/in/mikelejeune

Virtual Conference http://win.mikelejeune.com/2021-recruiter-conference

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TRP 37: Part 2: The Path to Closing a Deal with Deb Zahn

Wed, 16 Dec 2020 14:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love continues his conversation with Deb Zahn, management consultant and host of the Craft of Consulting podcast, on the path to closing a deal. Deb shares actionable strategies for moving from a successful client meeting to a signed agreement. She emphasizes that the end of the meeting must include a clear next step—ideally leading to a proposal—and advises professionals to proactively manage time, identify decision-makers, and keep momentum going while interest is high.

Deb also explains her approach to proposal writing, recommending a three-tier pricing structure that emphasizes value and gives clients clear options. She shares how to handle objections with empathy, avoid discussing price prematurely, and reinforce your credibility by restating the client’s goals and aligning your services to their outcomes. By focusing on preparation, thoughtful follow-up, and creating high-value experiences, professionals can turn prospects into long-term clients and referrals.

https://therainmakingpodcast.com/

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Deb Zahn is a sought-after consultant with 10 years of successful consulting under her belt. As a go-to source in her market, she routinely brings in 6- and 7-figures a year and has built a steady, reliable pipeline of work. Her consulting methods turn her clients into her biggest fans and best marketers. They come back to her again and again and continually send her new clients.

As a consultant, Deb is especially known for her ability to cure “decision-making disorders” with individuals and groups. She also has earned a reputation as “The Closer,” the consultant who can get high-value contracts with hard-to-get clients. Over the last decade, she has coached countless new consultants and helped them fast track their success. Recently, Deb helped a new consultant get their first contract—worth over $100,000—only three weeks after Deb started coaching them.

She is the host of the Craft of Consulting podcast, which features other successful consultants who share their strategies and insights about building their consulting businesses and delighting their clients as well as consulting clients who share what makes some consultants rise to the top of their hire list.

If you want to know more about how to become a consultant, price your services, and get more clients faster, Deb has a wealth of resources to help you, including tools, webinar trainings, online courses, and coaching with Deb: https://www.craftofconsulting.com. Go to “Start Here” for free tools and “Get Help” to dive in deeper and get more help. Also check out Deb’s podcast, the Craft of Consulting wherever you listen to podcasts or on her site: https://www.craftofconsulting.com/podcasts.

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TRP 36: The Path to Closing a Deal with Deb Zahn

Wed, 09 Dec 2020 14:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Deb Zahn, seasoned consultant and host of the Craft of Consulting podcast, about how professionals can improve their business development results by preparing more effectively for client meetings and mastering the early stages of closing a deal. Deb explains that closing doesn’t start with the proposal—it begins long before, with selecting the right prospects and doing meaningful prep work to ensure your conversations are targeted, relevant, and engaging.

Deb shares how she researches prospects, anticipates objections, and uses strategic questioning to pivot conversations toward problems she can solve. She emphasizes the importance of making meetings easy and valuable for the client—by being fully prepared, speaking their language, and listening more than you talk. Framing the client’s challenges and offering clarity creates trust and positions the consultant as a problem-solver, not a pitch person. This episode is full of actionable insights for professionals who want to close more deals by making every client interaction count.

https://therainmakingpodcast.com/

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TRP 35: The Emerging Field of Neuromarketing with Felix Cao

Wed, 25 Nov 2020 14:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Felix Cao, neuromarketing expert and founder of Happy Buying Brain, about how professionals can apply brain science to improve their messaging and connect more effectively with clients. Felix explains that neuromarketing is the practice of crafting marketing strategies that appeal to the primal brain—the part responsible for fast, subconscious decision-making—and reveals that up to 95% of our decisions are influenced by this part of the brain.

Felix outlines six primitive instincts that drive behavior: survival, reproduction, safety, security, sustenance, and status. He shares how messaging that is novel, visual, simple, fast, concrete, and delivered from a high-status position is most likely to resonate with the primal brain. These insights help professionals go beyond logical arguments and create communication that taps into emotional drivers. From branding to website copy and client conversations, Felix offers practical tools for making marketing more persuasive, trustworthy, and neurologically effective.

https://therainmakingpodcast.com/

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Felix Cao who is a neuromarketing expert and founder of Happy Buying Brain. Felix helps companies apply brain activity measurement strategies to measure buyer’s response to specific products, packaging, advertising and marketing elements. This way companies can save a lot of money by stopping marketing to the wrong part of their customer’s brain, and start implementing strategies that speak to their primal brain. Felix combines his 15 years of marketing experience with his educational background in biological science and psychology to help businesses truly understand what makes their customer’s brains tick when it comes to better

www.happybuyingbrain.com

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TRP 34 LinkedIn During the Crisis: What’s New? with Carol Kaemmerer

Wed, 18 Nov 2020 14:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Carol Kaemmerer, LinkedIn branding expert and author of LinkedIn for the Savvy Executive, about how professionals can use LinkedIn more strategically to build credibility, attract opportunities, and stay relevant. Carol shares insights on why a strong, current profile is essential—not just for job seekers, but also for rainmakers, executives, and firm leaders who want to be seen as modern, trustworthy, and aligned with their firm’s brand.

Carol explains that LinkedIn is a search engine, and those with sparse or outdated profiles risk being overlooked by clients, talent, and decision-makers. She recommends focusing on three core attributes you want to be known for and weaving them consistently throughout your profile, especially in the headline, about section, and skills. She also highlights new LinkedIn features like the name pronunciation tool and the “featured” section, and advises professionals to regularly engage on the platform to stay visible and top-of-mind. For those serious about business development and leadership presence, this episode offers clear, actionable guidance on making LinkedIn work for you.

https://therainmakingpodcast.com/

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Internationally recognized executive branding expert, speaker and author of the award-winning book LinkedIn for the Savvy Executive, Carol Kaemmerer creates powerful brand messaging for senior executives and their companies to increase their visibility, influence, and ability to steer their future. A member of the National Speakers Association and certified as a Virtual Presenter by eSpeakers, Carol presents on communicating personal brand and presence online.

Amazon Link to my book: LinkedIn for the Savvy Executive https://amzn.to/3ixvqec

Carol’s LinkedIn profile: https://www.linkedin.com/in/carolkaemmerer/

Carol’s LinkedIn Company Page – has all of Carol’s monthly articles and weekly postings: https://www.linkedin.com/company/carolkaemmerer.com

Carol’s website http://www.carolkaemmerer.com

30-minute LinkedIn assessment: calendly.com/carolkaemmerer/30min

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TRP 33: Productivity for Busy Entrepreneurs with Brandon Fong

Wed, 11 Nov 2020 14:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Brandon Fong, entrepreneur and creator of the Magic Connection Method, about how busy professionals can dramatically improve their productivity while building meaningful connections. Brandon shares practical tips for optimizing time through strategies like batching tasks, implementing two-week “sprint charters” to stay focused on key priorities, and minimizing distractions by blocking off uninterrupted workdays.

He also explains how to enhance networking efforts with his Magic Connection Method, which involves crafting personalized, high-value outreach messages using a three-step formula: the hook, the irresistible offer, and the no-oriented question. Brandon emphasizes that genuine relationship-building, rather than generic sales tactics, is the key to opening new opportunities. For professionals looking to work smarter, build authentic connections, and stay focused on their most valuable tasks, this episode offers actionable insights.

https://therainmakingpodcast.com/

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Brandon HATED growing up on the free lunch program at school... but growing up without financial resources taught him to be resourceful. Before the age of 25, Brandon wrote a book, ran the marketing for an education company with over 250,000 students, traveled to 23 different countries, and even did a $45,000 launch on his first online product. Today, he's on a mission to help 10,000 entrepreneurs build wealth through the power of connection while prioritizing their health and relationships.

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

Check out my site Brandon-Fong.com

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TRP 32: How to Remain Resilient & Thrive During Challenging Times with Dr. Jack Singer

Wed, 04 Nov 2020 14:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Jack Singer, a sports psychologist and performance coach, about how professionals can build resilience and thrive during challenging times. Drawing from his experience coaching Olympic athletes and Fortune 1000 executives, Dr. Singer shares actionable techniques for managing stress, overcoming negative self-talk, and maintaining peak performance.

He explains how toxic thoughts—especially “what if” scenarios and self-doubt—can trigger anxiety and impair decision-making. Dr. Singer provides a step-by-step framework for identifying and reframing negative thinking patterns, using practical tools like deep breathing and visualization to regain control. He also discusses how professionals can develop a “mindset of a champion” by fostering self-awareness, building confidence, and staying focused under pressure. This episode offers valuable insights for anyone looking to enhance their mental resilience and maintain a high level of performance.

https://therainmakingpodcast.com/

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For the past 33 years, he has consulted with and spoken many Fortune 1000 companies and professional HR and Sales associations, from Miami to Malaysia.

He has taught on the faculties of six universities, including the U.S. Air Force Academy and he has authored four books more than 180 articles, for a variety of journals and magazines.

Dr. Jack appears frequently on FOX-SPORTS, ESPN, CNN, MSNBC and radio talk shows throughout the U.S. and Canada.

7-step Mental Toughness Routine- email: drjack@advisingtheadvisors.com or phone: 949-510-5660

"The Financial Advisor’s Ultimate Stress Mastery Guide,” which has 77 PROVEN stress mastery techniques that work for everyone, not simply financial advisors, for $10 ($37 retail). I will also provide a link to my 5-step mental toughness guide free for anyone who requests it.

For a complimentary, confidential coaching session, email me at drjack@advisingtheadvisors.com or phone me at: 949-510-5660

For speaking for the firm, a re-TREAT, etc., see my website: https://www.drjacksinger.com

During Covid, I am offering a COMPLIMENTARY webinar to any firm, association or group, entitled: “Your Proven Blueprint for Building Resiliency & Thriving During Challenging Times.” Just contact me for more information: drjack@advisingtheadvisors.com. or phone me at: 949-510-5660

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TRP 31: Stepping Into Difficult Conversations In a time of Crisis with Rudhir Krishtel

Wed, 28 Oct 2020 13:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Rudhir Krishtel, executive coach and former senior counsel at Apple, about how professionals can navigate difficult conversations and manage stress in high-pressure environments. Drawing on his legal background and mindfulness training, Rudhir shares practical strategies for maintaining composure, managing internal narratives, and communicating effectively during challenging moments.

Rudhir emphasizes the importance of self-awareness and mindfulness practices to reduce anxiety and improve decision-making. He offers actionable tips, such as using deep breathing exercises to calm the nervous system and reframing negative thoughts by identifying and challenging self-limiting beliefs. Additionally, he discusses how visualizing positive outcomes and approaching conversations with curiosity rather than fear can foster productive dialogue. For professionals seeking to strengthen their communication skills and lead with confidence, this episode provides valuable insights.

https://therainmakingpodcast.com/

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https://www.krishtel.com/

https://www.krishtel.com/workshops

https://www.krishtel.com/bdcircle

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TRP 30: The Business Development Checklist: Is Your Firm Providing a Robust Platform? with Brenda Pontiff

Wed, 21 Oct 2020 13:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Brenda Pontiff, managing principal of PartnerTrack Academy, about how law firms can adopt big four accounting firm strategies to strengthen their business development efforts. Brenda, a Six Sigma-trained sales executive, explains why law firms often lag behind their accounting counterparts in developing structured sales processes, client relationship management systems, and innovative service offerings.

She highlights the importance of creating a clear sales playbook, tracking client interactions with robust technology, and designating leaders to drive service innovation. Brenda also shares how law firms can better support lateral partners by ensuring smooth client transitions and providing meaningful business development resources. Her insights offer actionable strategies for firms seeking to enhance client satisfaction, increase revenue, and stay competitive in a rapidly evolving legal market.

https://therainmakingpodcast.com/

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http://www.partnertrackacademy.com/

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TRP 29: How to Receive Referrals Without Asking with Stacey Brown Randall

Wed, 14 Oct 2020 13:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Stacey Brown-Randall, author of Generating Business Referrals Without Asking and host of the Roadmap to Grow Your Business podcast, about how professionals can build a consistent referral pipeline without the discomfort of directly asking for referrals. Stacey shares her proven strategy for earning referrals naturally by fostering authentic relationships, positioning oneself as a trusted expert, and understanding what motivates others to recommend you.

Drawing from her own experience as a three-time entrepreneur, Stacey explains why traditional referral tactics—such as offering incentives or requesting referrals outright—often backfire. Instead, she emphasizes the importance of nurturing referral sources, recognizing their role as problem solvers, and consistently providing value. Listeners will gain actionable insights on identifying their top referral sources, developing a sustainable referral plan, and using “referral seeds” to stay top-of-mind without resorting to gimmicks.

This episode is ideal for professionals seeking to expand their business through meaningful connections and genuine relationship-building.

https://therainmakingpodcast.com/

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Stacey Brown Randall is the multiple award-winning author of Generating Business Referrals Without Asking, host of the Roadmap to Grow Your Business podcast and national speaker.

Stacey has been featured in national publications like Entrepreneur magazine, Investor Business Daily, Forbes, CEO World, Fox News, Cheddar TV Network and more.

She received her Master’s in Organizational Communication and is married with three kids.

https://www.staceybrownrandall.com/

https://www.staceybrownrandall.com/quiz

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TRP 28: Leading Through Change with Jill Huse

Wed, 07 Oct 2020 13:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jill Huse, co-founder and partner of Society54, about how law firm leaders can navigate change and strengthen client relationships during challenging times. With over 20 years of experience in professional services marketing, Jill shares insights on how attorneys can become trusted advisors by understanding and addressing client needs with empathy and adaptability.

Jill emphasizes the importance of staying connected with clients, asking thoughtful questions, and positioning oneself as a valuable resource, particularly during moments of uncertainty. She also discusses how leaders can foster resilience within their firms by creating open channels of communication, seeking constructive feedback, and embracing conflict as an opportunity for growth. Additionally, Jill advocates for building a personal board of advisors to gain perspective and continually grow as a leader.

This episode offers actionable advice for professionals seeking to lead with confidence, build stronger client relationships, and turn challenges into opportunities.

https://therainmakingpodcast.com/

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Society 54 Co-Founder and partner, Jill Huse, is highly regarded for her progressive ingenuity, research-based strategy and, most importantly, her ability to deliver results for clients.

She has worked in professional services marketing for over twenty years internally leading the marketing and BD function within accounting and law firms, and for the last five years in the consulting capacity. She possesses an innate ability to identify, encourage and develop her clients’ unique and differentiating professional strengths, and to help clients leverage these strengths to meet and exceed bottom line goals.

Jill is a tenured member of the Legal Marketing Association (LMA), currently serving as 2020 president of the International Board of Directors and previously in various leadership roles within the organization for the past 12 years. Additionally, she is one of the founding members of Law 2.5, a roundtable think tank focused on the future of the legal industry and how to implement and lead change. Additionally, Jill has obtained certifications in coaching, leadership, gamification and change management, and received her Masters In Law Firm Management from George Washington University.

https://society54.com/compare-training-options

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TRP 27: How to create an extreme sliver of focus with Mark Leblanc

Wed, 30 Sep 2020 13:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark LeBlanc, business coach and author of Growing Your Business, about how professionals can achieve greater success by adopting an “extreme sliver of focus.” Mark shares how narrowing your priorities, setting clear monthly benchmarks, and taking deliberate daily actions can lead to consistent growth. He introduces the concept of throwing away traditional annual goals in favor of a more agile and intentional approach, emphasizing the importance of tracking progress every 30 days.

Mark encourages listeners to ask themselves two simple but powerful questions every day: “What am I doing today to book my optimistic sales target?” and “What did I do today to move closer to that goal?” By focusing on activities within their control—such as client outreach, networking, and relationship-building—professionals can create sustainable momentum. His insights provide a practical framework for those seeking to break free from distraction, stay accountable, and maximize their business development efforts.

https://therainmakingpodcast.com/

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Mark LeBlanc, CSP runs a speaking business in Minneapolis. He conducts presentations and creates experiences for professionals who want to create an extreme sliver of focus and put more money in their pocket as a business owner. As a business coach, he has clocked over twenty thousand (one to one) coaching hours with professionals who want to grow their business or practice. In fact, he wrote the book, Growing Your Business! As a result of his work, people often share they are more focused each day, attract more prospects, stimulate more referrals and create a path for generating more business. On a personal note, next Summer, he will go on a short, five-hundred-mile walk across Spain – for the fourth time!

https://www.markleblanc.com/

If you like what you have heard from Mark on this interview, I would encourage you to go to his web site and watch a 45-minute, luncheon speech Mark gave on how to have your best year ever!

Check out Mark's electronic version of his book, Growing Your Business!

www.growingyourbusiness.com

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TRP 26: Consultations That Convert: 3 Ways To Make Your Business Stand Out From Competitors with Liz Wendling

Fri, 25 Sep 2020 13:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Liz Wendling, attorney coach and author of The Rainmaking Mindset and Consultations That Convert, about how lawyers can confidently sell their services without feeling like they’re “selling.” Liz specializes in helping attorneys build authentic connections during client consultations, ensuring that potential clients see them as trusted advisors from the very first conversation.

Liz emphasizes that most attorneys were never taught how to effectively present their value, often relying on outdated, ineffective approaches. She advocates for creating a strong opening by leading conversations with confidence, asking thoughtful questions, and making personal connections that go beyond small talk. By focusing on establishing trust early, attorneys can guide clients through a clear, solution-oriented conversation that naturally results in more signed agreements.

This episode is full of actionable advice for legal professionals seeking to enhance their business development skills, stand out from competitors, and convert more consultations into lasting client relationships.

https://therainmakingpodcast.com/

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Liz Wendling is the rainmaking attorney coach and the author of The Rainmaking Mindset and Consultations That Convert. Attorneys from all over the world seek Liz out when they want to discover how to maximize their business development skills and win more business. Liz understands the challenges that attorneys are facing when selling their legal services in today's competitive and post-Covid-19 environment.

Whether it is for her one-on-one consulting, group coaching, multiple-day training, or workshops, Liz will work with you to customize programs around your specific needs, challenges, and objectives.

She is known for her high-energy, straight-forward, interactive, and result-oriented programs and presentations.

Free audio training - https://www.therainmakingcoach.com/free-gift-2/

Website: www.therainmakingcoach.com

The Rainmaking Mindset For Attorneys - https://www.amazon.com/Rainmaking-Mindset-Attorneys-Attracting-Increasing/dp/0984676694/

Consultations That Convert - https://www.amazon.com/Consultations-That-Convert-Attorneys-Interested-ebook/dp/B01N5RJAU3

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TRP 25: Persuade With A Digital Content Story with Lisa Apolinski

Wed, 23 Sep 2020 13:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Lisa Apolinski, digital strategist and author of Weathering the Digital Storm, about how professionals can use storytelling to elevate their digital content strategy and drive client engagement. Lisa, known as "America's digital content futurist," shares insights from her upcoming book, Persuade with a Digital Content Story, and explains why content that solves problems—not content that sells—is what cuts through digital noise today.

Lisa introduces a six-step formula for creating compelling digital stories that position the client as the hero, the challenge as the nemesis, and the professional as the trusted mentor. She explains that when your content tells an emotionally engaging story that helps the audience envision their own success, it removes price objections and competitive comparisons. Instead of focusing on features and benefits, Lisa emphasizes building content that adds value, resonates emotionally, and guides the reader toward a clear takeaway.

This episode offers a fresh approach for rainmakers and professionals looking to turn their expertise into influence and generate real business through thoughtful, purpose-driven content.

https://therainmakingpodcast.com/

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Lisa Apolinski is the CEO of 3 Dog Write, a digital consulting agency. She works with businesses who want to accelerate revenue and take market share using digital means. As a speaker, she teaches business leaders how to affect sales growth with their digital content strategy. In the last eight years, she has helped her clients create nearly $1 billion in revenue growth. Her book, Weathering The Digital Storm, is used by businesses globally to fortify their digital growth strategies in unpredictable times. Because of her thought leadership on digital engagement, she has been dubbed “America’s Digital Content Futurist”. Her next book, Persuade With A Digital Content Story, will be available this fall.

https://3dogwrite.com/ (Agency website)

https://weatheringthedigitalstorm.com/ (Book website)

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TRP 24: Communicate Through Conflict and Uncover Solutions with Jeanne Stafford

Fri, 18 Sep 2020 13:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jeanne Stafford, a communications expert, facilitator, and improv performer, about how professionals can improve client relationships by learning to communicate through conflict and uncover practical solutions. Drawing on her experience in political fundraising, improv comedy, and executive coaching, Jeanne shares how embracing discomfort, shedding ego, and speaking with clarity can transform difficult conversations into growth opportunities.

Jeanne explains that today’s business climate—especially in times of crisis—requires leaders and rainmakers to listen deeply, speak in solutions, and create cultures of compassion and responsiveness. She introduces the idea that “problems are in style,” meaning that people are increasingly open about challenges—but real influence comes from helping others move from conflict to action. Jeanne also stresses that trust is earned not by talking about yourself, but by demonstrating understanding, authenticity, and actionable insight.

This episode offers valuable tools for professionals who want to deepen client loyalty, reduce communication breakdowns, and inspire others with a message of renewal and resilience.

https://therainmakingpodcast.com/

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Jeanne M. Stafford is a facilitator, coach, improvisor, and mother of two strong men. Her methods infuse experiences from over 20 years in politics and improv comedy.

Jeanne’s clients and audiences learn to communicate The Power of YES as they simplify, streamline and strengthen their spoken and written words increasing productivity at work and home.

Jeanne is the author of Think. Drink. Eat. Move.: 4 Steps to YES, a book modeling how her readers can say YES to themselves and become more efficient. Her next of eight books will be released in the spring of 2021.

Jeanne is the President-Elect of the National Speaker’s Association, New York City Chapter. She’s the host of Jeanne Stafford’s Networking Dinner in New York City where she features fellow speakers and creates a space for leaders to grow in their communication

She’s volunteered on several non-profit boards in education and the arts. Today, Jeanne serves as the Chairman of the Board of the Beljanski Foundation which funds research for natural cures for cancer and chronic disease.

Jeanne’s clients and audiences enjoy increased confidence in their ability to generate the success they seek.

https://jeannemstafford.com/

https://www.linkedin.com/in/jeanne-m-stafford-0b64b15/

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TRP 23: How to Develop an In-Person Feel to Your BD Efforts with Yolanda Cartusciello

Thu, 17 Sep 2020 19:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with legal marketing strategist Yolanda Cartusciello about how professionals can build meaningful client relationships and adapt their business development efforts in a post-pandemic world. Drawing on her extensive experience leading marketing and BD functions at major firms like Debevoise and Cleary Gottlieb, Yolanda shares why active listening, empathy, and creative outreach matter more than ever in times of uncertainty.

Yolanda explains that the pandemic disrupted traditional rainmaking methods like in-person meetings and events, forcing professionals to rethink how they connect. Rather than relying on outdated tactics or pushing clients into uncomfortable formats like Zoom, she urges listeners to ask clients how they prefer to engage and offer support that meets them where they are. She emphasizes the importance of helping clients navigate their own shifting journeys and becoming a trusted guide by delivering timely, tailored insights—not just generic updates.

Yolanda also highlights the power of content marketing, client journey mapping, and relationship referrals, especially when combined with sincerity and a deep understanding of each client’s challenges. This episode is packed with practical strategies for growing your network, preserving loyalty, and delivering value in a world that’s still adjusting to a new normal.

https://therainmakingpodcast.com/

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For more than 20 years, Yolanda Cartusciello has served in senior administrative leadership roles in major law firms, including Debevoise & Plimpton and Cleary Gottlieb. At both firms, she led the marketing teams, as well as profile enhancement strategies, comprehensive client interview programs, and practice and lateral partner rollouts. She has also developed business development and communications training and coaching programs for lawyers at all levels. Recently, Yolanda, together with her colleagues, has launched Solutions Delivered, a new cost-effective service to offer remote quality senior strategy and administration to solo practitioners and small to mid-sized firms.

https://ppandcconsulting.com/

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TRP 22: Client Conversations with Susan Freeman

Fri, 11 Sep 2020 12:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Susan Freeman, a speaker, consultant, and advocate for gender equity in professional services, about how professionals can elevate their client development approach through better conversations, deeper listening, and authentic relationships. Drawing on her background in financial and legal services, Susan emphasizes the difference between marketing (reputation-building) and business development (relationship-building) and highlights why listening—especially what she calls “third-level listening”—is the true driver of trust and influence.

Susan explains that successful client conversations are less about pitching and more about uncovering what truly matters to the client—their goals, frustrations, and unspoken concerns. She shares how asking thoughtful, open-ended questions and responding with empathy can position professionals as trusted advisors, not just service providers. The ultimate goal, she argues, isn’t just to close a deal, but to create long-term client loyalty—where clients become advocates who refer and align their reputation with yours.

This episode offers a fresh perspective on how to lead with empathy, ask smarter questions, and build meaningful trust—especially in a business climate where authentic connection matters more than ever.

https://therainmakingpodcast.com/

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Susan Freeman is a leader in the fight to help women in business communicate effectively with the world -- and to help men communicate effectively with women in business. In her work with clients and as a public speaker, Susan draws on her experiences as a sales executive in the financial services industry, a business developer and leader in the legal industry and her graduate-level studies in Communications.

Susan’s passion for helping women succeed drives her and the business she has created. Her enthusiasm for the benefits of building meaningful relationships is long-standing and authentic. As such, her network is extensive, and she does not hesitate to use it to help her clients and friends to succeed. She excels at building relationships and helping others to do the same by teaching professionals to communicate in ways that are clear, genuine and meaningful. She is the ultimate “dot-connector” and is constantly looking for ways to help others achieve their goals.

Susan is the co-author of the book, “THE ULTIMATE WOMEN ASSOCIATES’ LAW FIRM MARKETING CHECKLIST” and has been published by numerous professional journals on the topics of communication, sales, and business development. She is also a frequent guest on many podcasts, sharing her knowledge, insights and wit.

Susan’s work is focused on the academic research and major social scientists in the field. Susan was graduated with honors from Hawaii Pacific University with a Master of Arts degree in Communication and from Louisiana State University with a Bachelor of Arts degree in both Political Science and Journalism, with a minor in Marketing. She also studied Marketing at Northeastern University in Boston. In 2010, Susan wrote her still-relevant thesis: “A Study of The Importance of Client-Centric Communication In Business Development Within a Law Firm Setting.” In addition, she recently completed Cornell University’s “Institute for Women’s Entrepreneurship” program of studies.

Susan has lived in Louisiana, Switzerland, Italy, Massachusetts, Hawaii, and now, the Bay Area in California. Throughout her sojourns, she has developed a large, interconnected circle and would welcome you into it with open arms.

Susan is based in the San Francisco Bay Area.

Leader in the Fight for Equity in the Workplace, Public Speaker, Connector, Mentor, Coach

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TRP 21: The Preference Value Proposition with Bob Potter

Wed, 09 Sep 2020 12:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Bob Potter, managing principal of R.A. Potter Advisors, about how professionals can avoid becoming commoditized by developing a strong preference value proposition—a clear and compelling answer to why a client should choose you over your best competitor.

Bob explains that most professionals rely on generic, overused claims like “great service,” “deep experience,” or “client focus.” While those qualities are important, they’re expected—just like airbags in a car. They don’t create preference. To truly stand out, professionals need to address three core questions: What makes you different? Why should that difference matter to the client? And why should they believe you? According to Bob, it’s not enough to talk about capabilities—you have to back them up with proof. Testimonials, client stories, and measurable results provide evidence that builds trust and makes your value proposition credible.

He encourages professionals to ask their best clients why they chose them, pushing past surface-level compliments to uncover what truly drove the decision. These insights can then be used to refine messaging and give prospects compelling, believable reasons to choose you—without defaulting to price. Bob also shares that when clients see you as a trusted partner who understands their business and objectives, they’re less likely to negotiate on fees and more likely to become long-term advocates.

This episode offers a clear roadmap for professionals looking to win more work by focusing on differentiation, trust, and authentic connection, rather than competing solely on cost.

https://therainmakingpodcast.com/

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Bob Potter is the managing principal of RA Potter Advisors LLC, a marketing and sales strategy consulting practice for financial and professional service providers. He is the author of two books on the subject and his articles have appeared in dozens of magazines and newspapers. He is also the developer of the Third Level Selling and Third Level Service Excellence training programs. Bob spent 35 years in business development for IBM, McGraw-Hill, Dean Witter and MBIA. He has opened new markets in the U.S., Mexico, Australia and Asia. In 2000 he sold a successful services firm and started RA Potter Advisors to help other services professional win and retain clients. Bob received his B.A. degree from Santa Clara University and his M.B.A from UC Berkeley. He lives in San Anselmo, CA.

http://www.rapotter.com

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TRP 20: How to Use Webcam to Establish Credibility and Build Rapport with Cara Hale Alter

Fri, 04 Sep 2020 12:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Cara Hale Alter, author of The Credibility Code and founder of SpeechSkills, about how professionals can project confidence and build trust—especially over video calls. With experience training top firms and companies like Google and Pixar, Cara shares how small adjustments in posture, voice, and eye contact can significantly boost credibility.

Cara outlines the three pillars of visible credibility: strong posture, strong voice, and strong eye contact. She explains how these cues influence first impressions and how to adapt them to webcam communication by adjusting camera angle, lighting, and framing. She also discusses the importance of affective trust—the emotional sense that someone understands and cares—and how virtual presence plays a key role in building it.

This episode offers practical tips for professionals who want to communicate with greater authority, build rapport remotely, and make a powerful first impression in any setting.

https://therainmakingpodcast.com/

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Cara Hale Alter is an international keynote speaker, author, and the founder of SpeechSkills. She literally wrote the book on projecting credibility and confidence: the critically acclaimed The Credibility Code. She’s delivered more than a thousand keynotes, seminars, and workshops on leadership presence to audiences around the globe.

In addition to providing training to clients such as Google, Pixar, Intel, Pinterest, Schwab, Kaiser Permanente, and numerous top-100 law firms, Cara is a guest lecturer at UC Hastings College of the Law, Stanford Law School, and UCLA School of Law.

Online programs:

Credibility Quest: https://www.speechskills.com/learning-tools/online-programs/

-- Self-paced online coaching program that helps you develop and project a confident, credible image. A 30 to 90 day program that takes about 10-minutes a day.

-- 30 lessons, 1-year access, $250

Credibility Essentials: https://www.speechskills.com/learning-tools/credibiliity-essentials/

-- Credibility Essentials consists of 30+ 1-minute lessons that is the fastest way to learn our core skills, and filled with exercises that make them immediately applicable in the real-world.

-- Over 30 short videos, 1-year access, $100

Live trainings: https://www.speechskills.com/live-training/class-schedule/

Open Enrollment workshops (currently offered virtually):

Free Stuff: speechskills.com/free

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TRP 19: How to Execute a (no cost) Strategy to Stimulate More Referrals with Mark LeBlanc

Wed, 02 Sep 2020 12:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mark LeBlanc, business coach, speaker, and author of Growing Your Business, about how professionals can generate more referrals and consistent business by using a simple, strategic approach to relationship marketing. Mark shares timeless insights from his decades of experience coaching business owners and delivering over 20,000 hours of one-on-one consulting, focusing on what it takes to stimulate referrals—not just hope for them.

Mark introduces his Advocate Strategy, a low-cost, high-return referral system built around three core actions: building a list of up to 25 advocates (clients, peers, or contacts who believe in your work), creating a monthly “calendar of connections” to stay top-of-mind with them, and developing referral-friendly tools—like articles or resources—that advocates can easily pass along to others. He explains that the key to generating referrals is not just delivering excellent service, but making sure clients enjoy the process of working with you. That emotional experience is what inspires others to refer.

The episode also covers why gifts and referral fees often feel transactional and why meaningful, neutral follow-up (like a phone call or personalized note) is more effective. Mark emphasizes that asking for referrals directly can be awkward or feel “salesy” for professionals, especially attorneys, so his Advocate Strategy is designed to spark referrals naturally—without putting relationships at risk. He also shares why professionals often avoid building referral systems: a mix of ego, neglect, or fear of appearing pushy.

This episode is packed with practical wisdom for professionals seeking a structured, elegant, and sustainable way to increase word-of-mouth business.

https://therainmakingpodcast.com/

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https://www.markleblanc.com/

If you like what you have heard from Mark on this interview, I would encourage you to go to his web site and watch a 45-minute, luncheon speech Mark gave on how to have your best year ever!

Check out Mark's electronic version of his book, Growing Your Business!

www.growingyourbusiness.com

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TRP 18: How to Grow Without Overwhelm with Michael Zipursky

Fri, 28 Aug 2020 12:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Michael Zipursky, CEO of Consulting Success, about how professionals can grow their businesses without becoming overwhelmed. Michael, who has coached over 400 consultants across 75 industries and authored several bestsellers, shares his insights on how to identify high-value activities, delegate low-value tasks, and focus on actions that drive real business results.

Michael explains that many professionals experience overwhelm because they spend too much time on tasks that don't move the needle—such as scheduling, formatting, and back-and-forth emails. He advocates for a simple yet powerful tactic: track how you spend your time for a week, identify which tasks truly require your expertise, and group the rest into categories that can be delegated. Michael illustrates this through a client case study that demonstrates how just four focused conversations per week helped one consultant grow from $400K to $2 million in revenue within 18 months.

Key topics include adopting a growth mindset, redefining delegation as an investment rather than a cost, and building systems that free up time to do the most impactful work. Michael also shares specific tools and platforms for finding help, explains how to create "buckets" for tasks that can be outsourced, and recommends establishing a “magic number” of weekly client conversations to stay focused on revenue-driving activity. This episode offers actionable strategies for professionals looking to scale their businesses with clarity and confidence—without burning out in the process.

https://therainmakingpodcast.com/

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Michael Zipursky is the CEO of Consulting Success® and Coach to Consultants. He has advised organizations like Financial Times, Dow Jones, RBC, and helped Panasonic launch new products into global markets, but more importantly, he’s helped over 400 consultants from around the world in over 75 industries add 6 and 7 figures to their annual revenues. Over 35,000 consultants read his weekly consulting newsletter. Michael is also the author of the Amazon Best Sellers ACT NOW: How successful consultants thrive during chaos and uncertainty, The Elite Consulting Mind and Consulting Success®, the book.

https://www.consultingsuccess.com

https://www.consultingsuccess.com/actnow (for free book)

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TRP 17: Why failing to get help often holds lawyers back with Brett Trembly

Wed, 26 Aug 2020 12:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Brett Trembly, attorney, entrepreneur, and co-founder of Get Staffed Up, about how failing to seek help can stall professional growth—and how learning to delegate can unlock true freedom. Brett shares his own journey from a struggling solo practitioner with just three clients to building a thriving law firm and staffing company that supports thousands of professionals.

He explains how ego, fear of failure, and the desire to control everything can prevent entrepreneurs—especially attorneys—from growing their businesses. Brett emphasizes the importance of humility, coaching, and developing a "delegate-your-way-to-freedom" mindset. He discusses practical tools like daily team huddles, employee scorecards, and structured communication to empower teams and improve performance. The episode also explores the concept of employees working “for their own purposes,” encouraging leaders to become the kind of people that others want to work for.

Brett outlines how offshore virtual assistants can help business owners scale affordably while increasing marketing output and administrative efficiency. He shares actionable advice on building systems, letting go of low-value tasks, and embracing a growth mindset. For anyone feeling stuck trying to do it all, this episode offers a roadmap to sustainable success through delegation and leadership.

https://therainmakingpodcast.com/

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Brett Trembly is the founder of Trembly Law Firm, a franchise and business law firm in Miami. The firm has grown from one attorney in 2011, to ten attorneys and twenty employees, representing some of the largest businesses in the eastern United States, as well as many local, small businesses. The company made Law Firm 500 list. Brett is also founder of Get Staffed Up, which is a virtual assistant staffing company that liberates lawyers with incredible offshore talent.

https://tremblylaw.com/

https://tremblylaw.com/brett/

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TRP 16: Managing client relationships in times of crisis with Gina Rubel

Fri, 21 Aug 2020 12:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Gina Rubel, CEO of Furia Rubel Communications, about how attorneys and professionals can elevate their reputation through strategic public relations and media engagement. Gina shares insights from her years working with law firms and corporate leaders, emphasizing that visibility, credibility, and consistency are key to building a strong personal and firm brand. She explains that PR is not just about press releases—it’s about telling your story in a way that positions you as a thought leader and trusted expert in your field.

Key topics include the difference between PR and marketing, how professionals can leverage media relationships to gain exposure, and why being proactive in communications can strengthen client trust and attract new business. Gina shares strategies for getting quoted in the media, writing op-eds, and using speaking engagements as part of a visibility campaign. She also discusses the importance of media training, managing messaging during a crisis, and aligning PR efforts with business development goals. This episode offers practical guidance for professionals looking to raise their profile, build credibility, and attract ideal clients through intentional PR strategies.

https://therainmakingpodcast.com/

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Gina Rubel is a communications expert, former trial lawyer and author. Corporate and law firm leaders call on her for high-stakes public relations, crisis planning, and incident response support including high profile litigation media relations. The CEO of Furia Rubel Communications, a nationally renowned legal marketing agency, Gina is recognized by Lawdragon as a Global 100 Leading Consultant and Strategist to the legal profession. She educates attorneys nationwide on how to implement communications planning and tactics to manage their reputation and drive business success. The second edition of her industry acclaimed book, Everyday Public Relations for Lawyers, is available on Amazon and https://www.attorneyatwork.com/.

https://www.furiarubel.com/

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TRP 15: Building and Growing Your Relationship Funnel with Jeff Nischwitz

Wed, 19 Aug 2020 12:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jeff Nischwitz, speaker, leadership coach, and author of Just One Step, about how professionals can lead with authenticity and deepen relationships to drive business growth. Jeff explains that in a world full of surface-level communication, authenticity, vulnerability, and connection are what truly differentiate top rainmakers. He challenges listeners to move beyond transactional networking and instead focus on building trust by showing up as their real, imperfect selves—a strategy that creates long-term business success and deeper client loyalty.

Key topics include why vulnerability is a strength, not a weakness, how to build emotional safety in client and team relationships, and the difference between being responsible for people versus being accountable to them. Jeff also shares how professionals can break free from "doing" mode and reconnect with "being"—bringing presence and intention to every interaction. He outlines steps to grow self-awareness, embrace courageous conversations, and lead with heart, all of which help professionals stand out in a crowded marketplace. This episode provides powerful insights for leaders and rainmakers looking to elevate their impact through authentic connection and trust-based relationship building.

https://therainmakingpodcast.com/

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Jeff Nischwitz is the Founder of The Nischwitz Group a speaking, consulting and coaching company that helps professionals enhance and accelerate their results. Jeff works with professionals and their firms in four core areas: ensuring your firm’s future with succession planning and future leader development; building business development cultures and accelerating revenue growth; engaging, empowering and entrusting your team; and navigating your profession with less stress and more peace. Jeff is the author of four books: Think Again! Innovative Approaches to the Business of Law (American Bar Association 2007); his leadership book, Unmask: Let Go of Who You’re “Supposed” to Be & Unleash Your True Leader (Motivational Press 2014); his personal development book, Arrows of Truth: Simple Shifts for Personal Transformation (Eagle Heart Press 2017); and his newest inspirational book, Just One Step: Walking Backwards to the Present on the Camino Trail (Eagle Heart Press 2020).

http://www.nischwitzgroup.com/

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TRP 14: Marketing With A Book with Henry DeVries

Fri, 14 Aug 2020 12:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Henry DeVries, author, ghostwriter, and founder of Indie Books International, about how professionals can use storytelling and books to attract clients without being pushy. Henry explains that clients hate to be sold to but love to hear stories, and the best rainmakers are those who can craft and share stories that illustrate the value of their services. He emphasizes that publishing a book is one of the most effective tools for building authority, trust, and visibility, especially for professionals in high-trust, relationship-driven industries.

Key topics include the four types of client-attracting stories—the case story, the personal story, the vision story, and the teaching story—and how professionals can use each one to communicate value without sounding like a sales pitch. Henry also shares insights on why writing a book opens doors to speaking opportunities and media exposure, how to develop a book quickly using a proven ghostwriting framework, and why books act as powerful business cards that never get thrown away. This episode offers actionable advice for professionals looking to use thought leadership and storytelling to generate referrals, deepen relationships, and grow their practice.

https://therainmakingpodcast.com/

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Henry DeVries, CEO of Indie Books International, is an author and editor of 300 business books, including his best-seller How to Close a Deal Like Warren Buffett. In his weekly column for Forbes.com he reports on how to be more influential, which he has shared in 100 “Marketing With A Book And Speech” summits around the nation.

https://indiebooksintl.com/

http://marketingwithabook.com/

Henry can be reached at henry@indiebooksintl.com

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TRP 13: The basic tools of improvisation are the basics for successful human relations with Dion Flynn

Wed, 12 Aug 2020 12:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dion Flynn, actor, comedian, and communication expert, about how professionals can use improvisation techniques to build stronger relationships, improve sales conversations, and enhance business development skills. Dion, best known for his appearances on The Tonight Show Starring Jimmy Fallon, explains that improv isn’t just for comedians—it’s a powerful tool for engaging with clients, thinking on your feet, and handling objections with confidence. By learning to listen actively, adapt quickly, and embrace spontaneity, professionals can become more persuasive and build deeper connections.

Key topics include the power of "Yes, And" thinking, which helps professionals stay open to possibilities and navigate client conversations more effectively. Dion also shares strategies for overcoming fear in high-stakes meetings, using humor and storytelling to build rapport, and developing mental agility to respond to unexpected challenges. He discusses how professionals can practice improv techniques to strengthen their public speaking, negotiation skills, and networking effectiveness. Additionally, he highlights how embracing failure as part of the learning process leads to greater confidence and long-term success. This episode provides actionable strategies for professionals looking to improve their communication skills, enhance business development efforts, and engage clients in more meaningful ways.

https://therainmakingpodcast.com/

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Cited by Oprah Magazine as “one of our favorite creative thinkers…”, improvisor, comedian, actor, writer and army veteran Dion Flynn, is best known as Barack Obama (and other characters) with over 100 appearances on The Tonight Show Starring Jimmy Fallon. If Dave Chapelle and Eckhart Tolle had a son who did improv, it would be Dion. He is an expert in fun and innovative ways to help people connect with themselves and others.

Dion discovered that the skills he used in improvisational comedy paralleled the skills needed in recovery from addiction as well as basic human development. As a result, he created Improv Recovery Workshops and Improv For Business Professionals to illustrate and draw connections between these theatrical skills and the critical skills needed for successful long-term recovery for addicts and for enhancing regular life for the rest of us. During this hilarious and informative keynotes, Dion shares how the journey from isolation to connection is the basic journey of recovery and the basic storyline of the soul.

https://www.dionflynn.com/

Visit https://www.dionflynn.com/improvisors-mindset and find out how to do a free weekly improv Zoom session with Dion.

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TRP 12: Business Recovery starts with Culture and People with Todd Cohen

Fri, 07 Aug 2020 12:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Todd Cohen, author of Everyone’s in Sales, about how professionals can embrace a sales mindset to drive business growth without feeling “salesy”. Todd explains that selling isn’t just for salespeople—every professional, regardless of industry, is responsible for building relationships, creating trust, and influencing decisions. He emphasizes that rainmaking is about leadership, communication, and delivering value, not aggressive pitching or transactional selling.

Key topics include how professionals can reframe sales as problem-solving, the importance of building a personal brand that attracts opportunities, and how storytelling can make business development efforts more engaging and authentic. Todd also discusses the biggest mistakes professionals make when approaching sales, such as focusing too much on themselves rather than the client’s needs, and shares practical strategies for making business development a natural part of daily interactions. He highlights how organizations can create a culture where everyone contributes to growth, ensuring that business development becomes a collective effort rather than a solo pursuit. This episode provides actionable strategies for professionals looking to shift their mindset, build better client relationships, and integrate sales seamlessly into their work.

https://therainmakingpodcast.com/

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A dynamic, engaging, and motivational keynote speaker, Todd Cohen's message is relevant to any organization striving to increase revenue, strengthen relationships, and improve client satisfaction. Using humor and real-life examples, Todd demonstrates how “Every conversation is a selling moment” and how everyone can contribute to the growth and profitability of the organization.

In addition to his sought-after keynotes, Todd’s Sales Culture Workshops™ are highly acclaimed and set a new standard for sales education, demonstrating that everyone matters and everyone has a “line of sight” to the client. Using his hands-on and interactive Sales Culture Problem Solving Framework ™, clients have experienced real breakthrough moments and ways to advance their businesses and themselves.

Averaging 90 appearances per year, Todd’s audiences range in size from small groups to upwards of 5,000 people. Unlike traditional “Sales Coaches,” who focus only on sales teams, Todd focuses on the mindset and behavior of selling and successfully and humorously teaches the non-sales professional how everything he or she does impacts the decision-making process. His diverse clientele includes Subaru of America, Inc., NFL Players Inc., Corning, Inc., The UPS Store, Inc., EisnerAmper, The American Institute of Architects, Ernst and Young, Banks, Financial Service Organizations, dozens of Franchises, I.T., and Trade Associations. Additionally, he has delivered credit-bearing workshops to multiple Dental and Medical Establishments.

In 2015, Todd was awarded the title of Certified Speaking Professional (CSP), the highest earned designation awarded by the National Speakers Association (NSA), and he has served in multiple roles on both the local and national levels.

Todd is also the author of two books on sales culture, “Everyone’s in Sales” and “Stop Apologizing and Start Selling.” as well as a regular contributor to the Philadelphia Business Journal. In 2018, Todd launched his Sales Culture Toddcast™, which features exciting guests and topics. Todd is also a frequent guest lecturer at area schools, including Drexel University and Pennsylvania State University.

https://toddcohen.com/

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TRP 11: Accelerating Virtual Relationships with Ed Wallace

Tue, 04 Aug 2020 12:30:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Ed Wallace, author of Business Relationships That Last, about how professionals can create and sustain high-value business relationships that lead to long-term success. Ed explains that relationships drive business, and those who focus on earning trust, delivering value, and maintaining authentic connections will naturally see better business development results. He emphasizes that rainmakers don’t just network—they intentionally cultivate relationships with key clients, colleagues, and referral sources by being proactive, strategic, and generous.

Key topics include the key components of relational capital, how to earn credibility and trust quickly, and why professionals must approach business development with a mindset of service rather than self-interest. Ed shares his Five Key Relationship Accelerators, which include Establishing Credibility, Being Generous with Value, Creating Memorable Experiences, Showing Genuine Care, and Managing the Relationship Lifecycle Effectively. He also discusses the biggest mistakes professionals make in networking, such as failing to follow up, focusing too much on transactions, and not taking the time to personalize outreach. Additionally, Ed provides practical strategies for staying top-of-mind, making introductions, and becoming a trusted advisor to clients. This episode delivers a clear roadmap for professionals looking to strengthen their relationships, generate more referrals, and build a sustainable book of business.

https://therainmakingpodcast.com/

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

http://www.relationalcapitalgroup.com/solutions/keynote-talks/

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TRP 10: Why a Niche Practice Is Still Your Best Bet, Even in Tumultuous Times with Anna Rappaport

Wed, 22 Jul 2020 14:47:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Anna Rappaport, a business development coach and expert in professional services marketing, about how lawyers and consultants can strengthen client relationships and grow their book of business. Anna emphasizes that business development is not about aggressive sales tactics, but about building trust, delivering value, and fostering long-term relationships. She explains that professionals who prioritize genuine connections and strategic follow-ups consistently outperform those who focus solely on transactions.

Key topics include how to develop a relationship-driven business development strategy, the importance of consistent follow-up and staying top-of-mind, and why professionals should focus on understanding client needs rather than pushing services. Anna also shares insights on how to create opportunities through thought leadership, leveraging content marketing, speaking engagements, and networking to establish credibility. She highlights common business development mistakes, such as failing to track outreach efforts or not personalizing communication, and provides practical steps to build a sustainable, client-centric growth strategy. This episode offers actionable guidance for professionals looking to refine their business development approach and achieve long-term success.

https://therainmakingpodcast.com/

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Anna Rappaport, J.D, PCC is a former lawyer who has been coaching for over 19 years and helps lawyers overcome both the external and internal obstacles to business development. As a person who used to hate sales herself, Anna understands where many lawyers are coming from and has numerous tools to help them move forward and develop the tools they need to reach their potential.

Anna is Co-Chair of the American Bar Association’s (ABA) Lawyer Leadership and Management Committee, on the Leadership Council of the ABA Dispute Resolution Section and is on the faculty of the Leadership Council on Legal Diversity. Anna publishes in Law Practice Today and The National Law Review, and speaks around the country on various career and business development topics. Anna also has extensive international experience having worked in Japan, Thailand and most recently, Turkey.

On the personal front, Anna has a loving husband, two wonderful step sons, and a dog Ginger. She is also a snowboarder and loves tango and swing dancing.

https://www.excellerationcoaching.com/

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TRP 09: Telling the Greater Story with Antarctic Mike

Tue, 14 Jul 2020 13:32:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Antarctic Mike, a professional speaker and endurance athlete, about the lessons business professionals can learn from extreme environments. Mike shares insights from his experiences in Antarctica, explaining how mental resilience, preparation, and adaptability are key to succeeding in both business and extreme conditions. He emphasizes that the ability to push through challenges, stay focused under pressure, and build strong teams is what separates high performers from the rest.

Key topics include how endurance athletes develop mental toughness, the importance of persistence and preparation in business development, and how leaders can inspire their teams by fostering resilience and discipline. Mike shares real-life stories of Antarctic explorers and endurance athletes, drawing parallels between their experiences and the challenges professionals face in sales and business development. He also discusses how to reframe setbacks as learning opportunities, develop an unshakable mindset, and build long-term strategies for success rather than relying on quick wins. This episode provides powerful insights for professionals looking to develop mental resilience, lead with confidence, and achieve long-term success in business.

https://therainmakingpodcast.com/

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Mike Pierce, better known as Antarctic Mike, works with organizations that want to find, engage and keep the best performing people. Mike’s background professionally started in the recruiting business in 1997, working specifically to show managers and leaders exactly how to identify and recruit the best people. He now speaks across the US and Canada to executive teams, organizations, associations and sales teams about how to lead people so they are fully engaged in what they do.

Mike is an avid fan of polar expedition history and is an endurance athlete. In 2006, Mike became one of 9 people to run the first ever Antarctic Ice Marathon and a year later became the first American to run the Antarctic 100k, a grueling 62 miles on an ice shelf 600 miles from the South Pole.

His flagship program, Leading at 90 Below Zero, connects the drivers and principles of Antarctic expedition history stories to the real world of finding, engaging and keeping great people in today’s business world.

Mike has a BA from the University of Colorado, Boulder, and resides in Encinitas, California with his wife Angela.

https://antarcticmike.com/

Find A Way

https://youtu.be/rIDDiVAy-5E

The Journey Of Endurance

http://bit.ly/antarcticmikejourney

Keep Fighting trailer

https://youtu.be/_i0GtPJBoEk

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TRP 08: Don't 'Cold' Call; Smart Call to Prospect Successfully, Without Rejection with Art Sobczak

Wed, 08 Jul 2020 16:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Art Sobczak, author of Smart Calling, about how professionals can eliminate the fear of rejection and prospect more effectively without resorting to traditional cold calling. Art explains that successful prospecting isn’t about making random calls—it’s about smart calling, which means researching prospects, identifying trigger events, and tailoring messaging to create meaningful, relevant conversations. He emphasizes that the most effective rainmakers don’t fear rejection because they frame every call as a learning opportunity rather than a win-or-lose scenario.

Key topics include the fundamentals of Smart Calling, which involves identifying key decision-makers, leveraging social engineering to gather intelligence, and crafting value-driven outreach that resonates with potential clients. Art also discusses the psychological barriers to prospecting, explaining how professionals can overcome fear by shifting their mindset and focusing on conversations rather than sales pitches. He introduces the importance of trigger events—specific changes in a company that indicate a potential need for services—and how professionals can use these insights to time their outreach effectively. Additionally, Art shares practical techniques for handling objections, reframing rejection, and maximizing each call’s potential. This episode provides actionable strategies for professionals looking to master prospecting, build confidence, and generate more business through smarter, more strategic outreach.

https://therainmakingpodcast.com/

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For over the past 30 years Art Sobczak (Sub’-check) has helped salespeople say the right things to get through, get in, and sell, primarily using the phone. The most effective way to sell is still humans SPEAKING with humans, and he helps them do that in a conversational, non-salesy way. Art received the Lifetime Achievement Award from the American Association of Inside Sales Professionals for his service to the profession. His flagship book is “Smart Calling- How to Eliminate the Fear, Failure, and Rejection from Cold Calling” and has just been released in a new, Third Edition, and the process has become the standard for prospecting with hundreds of thousands of sales pros worldwide.

www.smartcalling.com

www.smart-calling.com (Art's Book)

www.phonescripts.com

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TRP 07: Tools and Technologies to enhance growth with Doug Wendt

Wed, 01 Jul 2020 16:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Doug Wendt, co-founder and Chief Growth Officer of Wendt Partners, about how professional service firms can leverage tools and technologies to drive business growth. Doug explains that while many firms adopt CRM systems and digital tools, they often fail to implement them effectively due to a lack of structured processes. He emphasizes that business development technology should support a well-defined strategy, not replace it, and that firms must first establish disciplined, repeatable processes before investing in software.

Key topics include the role of CRM systems as a foundation for business relationship management, how to integrate sales and marketing tools for seamless client engagement, and why firms should prioritize personalization in outreach through automation. Doug shares insights on the difference between sales and marketing technology, explaining that marketing is one-to-many communication while sales is one-to-one. He also introduces video email strategies, data enrichment techniques, and AI-driven insights to help professionals optimize their business development efforts. Additionally, Doug provides practical steps for small and mid-sized firms to implement scalable growth systems without overwhelming their teams. This episode delivers a roadmap for professionals looking to harness technology for smarter, more efficient business development.

https://therainmakingpodcast.com/

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Doug Wendt is the co-founder and Chief Growth Officer for Wendt Partners, with offices in New York, Philadelphia and Baltimore/Washington. Doug developed the Wendt Partners business growth consulting model through nearly 25 years of experience across the professional services, enterprise software, electronics, aerospace and quality systems fields including worldwide management of new product launches, channel sales and technology marketing. Doug studied professional writing at Baylor University, then received his B.A. in Philosophy from Franciscan University and Master of Arts in Public Communication, summa cum laude, from The American University (Recognized by PRWeek as one of the Top 5 in the U.S.).

http://www.wendtpartners.com/

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TRP 06: Who's In Your Room? with Ivan Misner

Fri, 26 Jun 2020 16:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Ivan Misner, founder and Chief Visionary Officer of BNI (Business Network International), about the power of strategic networking and relationship-building for business success. Dr. Misner, often called the "father of modern networking," shares insights from his book Who's in Your Room?, which explores how the people we allow into our lives influence our decisions, success, and overall happiness. He explains that networking is not just about making connections but about surrounding yourself with the right people—those who align with your values and contribute positively to your growth.

Key topics include the "Room Concept," a metaphorical way to think about networking and personal relationships, and the role of the Doorman—a mental filter that helps professionals decide who to let into their lives and businesses. Dr. Misner discusses deal-breakers in professional and personal relationships, emphasizing the importance of defining clear values to build a high-quality network. He also shares practical strategies for managing difficult relationships, setting boundaries, and saying no without damaging connections. Additionally, he provides an overview of BNI's global networking system and how professionals can use structured referrals to grow their businesses. This episode offers valuable strategies for professionals looking to build stronger, more intentional networks that drive long-term success.

Visit: therainmakingpodcast.com

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Dr. Ivan Misner is the Founder & Chief Visionary Officer of BNI, the world's largest business networking organization. He has been called the "father of modern networking" by CNN and one of the “Top Networking Experts to Watch” by Forbes. He is a New York Times Bestselling author who has written 22 books and is a columnist for Entrepreneur.com.

He has been named Humanitarian of the Year by the Red Cross, is the recipient of the John C. Maxwell Leadership Award and is the Co-Founder of the BNI Charitable Foundation.

https://ivanmisner.com/

https://ivanmisner.com/books/

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TRP 05: How to crush virtual networking with Mike Regina

Wed, 24 Jun 2020 16:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Mike Regina, entrepreneur, speaker, and expert networker, about the power of relationship marketing strategies and how professionals can crush virtual networking. Mike shares insights from his experience building multiple referral-based businesses, emphasizing that success in networking is not about selling—it’s about connecting, providing value, and building long-term relationships. He explains that professionals who lead with a give-first mentality can eliminate competition and create new business opportunities simply by being intentional in their networking approach.

Key topics include the three pillars of effective networking—connecting with purpose, knowing your audience, and adding value by making strategic introductions. Mike discusses common networking mistakes, such as having a taker mindset, lacking a clear strategy, and jumping to the ask before providing value. He also shares actionable virtual networking strategies, including the “three fives” approach (five minutes of catching up, five minutes learning about the other person, and five minutes about yourself), how to project confidence and energy in virtual meetings, and why being memorable is key to relationship building. This episode provides a practical roadmap for professionals looking to master networking—both online and in-person—to grow their business and personal brand.

Visit: therainmakingpodcast.com

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Mike is an entrepreneur, a philanthropist, a family man, a team player, and a leader who thrives on watching the masses and doing the opposite.

Mike’s entrepreneurial journey started when he launched a car wash and detailing business in high school. He understood at a young age that working for others would put him in a box and be a lid on his achievements.

He continued his unrelenting entrepreneurial drive by cofounding multiple companies including Big Sky Enterprises, a construction management firm specializing in healthcare, nonprofits and automotive in 2003; and Global Post Auditing Solutions in 2016, a leader and disrupter in transportation freight solutions for Fortune 500 companies.

Mike currently resides in Haddonfield, New Jersey, with his wife and three kids. Surfing, golfing and exercising still keep his competitive blood flowing as they have since his youth. When not fostering personal and professional community development, he is often found at the athletic fields supporting his kids.

https://www.mikeregina.io/

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

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TRP 04: Pivoting Your Sales Efforts into a Sales Strategy that Works with Doug Wendt

Tue, 16 Jun 2020 05:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Doug Wendt, business growth strategist and co-founder of Wendt Partners, about how professionals can pivot their sales efforts into a structured, scalable sales strategy. Doug shares insights from over 25 years of experience in enterprise sales, emphasizing that sales growth isn’t just about acquiring new clients—it’s about maximizing existing relationships, leveraging referrals, and optimizing untapped revenue opportunities. He explains how many businesses overlook 70% of their potential revenue by failing to engage their current customer base effectively.

Key topics include the concept of the considered sale—a relationship-driven sales process that builds trust over time, the importance of segmenting contacts into categories (strategic clients, past clients, referral partners), and using CRM tools like HubSpot to streamline business development efforts. Doug also shares tactical steps for professionals looking to transition from in-person networking to digital relationship-building, including hosting virtual meetings, providing valuable insights instead of sales pitches, and proactively reconnecting with past prospects. He offers a three-step framework for getting started: configure (set up a CRM system), create (develop valuable content for engagement), and convene (host conversations that foster connections). This episode delivers actionable strategies for professionals looking to refine their sales approach and generate consistent revenue growth.

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http://www.wendtpartners.com/

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TRP 03: Making it Rain during and after the pandemic with Cole Silver

Mon, 15 Jun 2020 05:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Cole Silver, Chief Client Officer at Blank Rome, about how professionals can continue making it rain during and after the COVID-19 pandemic. Cole shares insights from his extensive experience as a general counsel and client development expert, highlighting how the pandemic has forced professionals to rethink business development strategies. He explains that in times of crisis, clients evaluate services strictly through a return-on-investment lens, making it crucial for professionals to adapt their messaging and focus on delivering clear, tangible value. Cole emphasizes the importance of viewing clients holistically, providing empathetic support, and adjusting services to meet evolving needs.

Key topics include adopting a client-centric approach by understanding clients' full range of needs, even outside the traditional scope of services; maintaining empathy and safety in all client communications; and offering alternative fee arrangements and flexible payment options to sustain client relationships. Cole also discusses how professionals might need to pivot their practice areas based on market demand, shifting from low-demand services to those more relevant during the crisis. He stresses the role of trust, emotional intelligence, and authenticity in building long-term client loyalty, noting that clients will remember who supported them during difficult times. This episode provides practical advice for professionals looking to sustain and grow their business by deepening client relationships and adapting to changing market dynamics.

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Cole Silver serves as the Chief Client Officer for Blank Rome. In this role, Cole provides consultative client relationship support to the Firm and its clients, helping to identify and implement strategies and tactics to improve client satisfaction, expand into new areas of service, and ensure an outstanding client experience. With over 25 years of experience as General Counsel to several high growth companies, Cole brings an insider's view of clients' key legal concerns and what they want and expect from the outside counsel. He has authored books and trained numerous professionals in the areas of client development and service.

https://www.blankrome.com/

https://www.blankrome.com/people/cole-silver

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TRP 02: Rainmakers: Born or Bred with Pat Gillette

Fri, 12 Jun 2020 17:00:00 -0000

In this episode of The Rainmaking Podcast, host Scott Love speaks with Pat Gillette, renowned attorney, speaker, and author of Rainmakers: Born or Bred, about what truly makes a successful rainmaker. Pat shares insights from her extensive 40-year legal career and a groundbreaking study she co-conducted with Professor Bill Henderson, exploring whether rainmakers are born or developed. The study, involving 300 law firm partners, revealed that successful rainmakers share four key characteristics—regardless of gender—and these traits can be learned and cultivated. Pat also discusses her unique journey from aspiring politician to a top employment litigator, emphasizing how building strong relationships, understanding clients' businesses, and taking calculated risks contributed to her rainmaking success.

Key topics include the four critical characteristics of successful rainmakers: engagement (active listening and building authentic relationships), dominance (persuasion through business insight and understanding client goals), motivation (collaborating as a team with clients), and risk-taking (developing resilience and overcoming the fear of rejection). Pat debunks myths surrounding gender differences in business development and offers practical advice for professionals looking to develop these essential skills. She highlights the importance of curiosity, empathy, and consistent effort in building a thriving book of business. This episode is packed with actionable insights for professionals eager to elevate their business development game and become trusted advisors in their industries.

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Pat Gillette is one of the country's leading experts and most sought-after speakers on gender diversity and equality. Rated as a top employment litigator and trial lawyer by Chambers and other organizations for 40 years and as a leader and rainmaker in her firms, Pat decided to resign from her firm to pursue her passion for empowering women through keynote speaking and writing. She was also invited to join JAMS in San Francisco.

Pat is the 2018 recipient of the AB Margaret Brent Award, the highest honor given to women lawyers for their professional achievements and for advancing the interest of women lawyers. She has also received many other awards for her work toward gender equality. Among Pat's many achievements that have influenced the advancement of women in the legal profession are the 2007 Opt In Project, which was a nationwide initiative to change the structure of law firms, The Rainmaker Study, which is the focus of her book "Rainmakers: Born or Bred", and the Mansfield Rule, which as the brainchild of the team she co-led at the 2016 Diversity Lab Hackathon.

www.patriciagillette.com/

www.patriciagillette.com/article/rainmakers-born-or-bred

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TRP 01: The Rainmaking Podcast Introduction with Scott Love

Fri, 12 Jun 2020 05:00:00 -0000

Hey everyone! Welcome to The Rainmaking Podcast which is the relaunching of a previously produced show since 2009 that got up to 5,000 listeners monthly. Listeners will include law firms, professional service firms, and those involved in business to business sales. Let me know how I can help you.

www.therainmakingpodcast.com

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In this inaugural episode of The Rainmaking Podcast, host Scott Love shares the inspiration behind relaunching the podcast after a four-year hiatus. Scott, a high-stakes headhunter, author, and professional speaker, explains that the relaunch was driven by a desire to provide no-strings-attached content focused on helping professionals build resilience and develop rainmaking skills, especially during challenging times. The podcast aims to serve professionals in law, consulting, and other business-to-business services by featuring expert insights on sales, negotiation, client development, and high-level business strategies.

Key topics include Scott's three actionable steps for professionals to grow their practice: keeping a leather-bound journal to track goals and lessons learned, defining clear monthly objectives using the 80/20 rule, and maintaining an Excel spreadsheet to monitor daily achievements and lessons learned. Scott emphasizes the importance of reflecting on both victories and setbacks to identify growth patterns and overcome personal obstacles. He also previews upcoming episodes featuring top rainmaking experts like Pat Gillette, Cole Silver, Ivan Meisner, and Mike Regina. This episode sets the stage for a series focused on actionable strategies and thought leadership to help professionals become top rainmakers in their industries.

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Episode #39: Hiring Recruiters; Fearless Salary Negotiation for Recruiters / Staffing

Sun, 03 Jul 2016 09:46:00 -0000

The Great Recruiter Podcast, Episode #39:

In this episode, Scott Love shares insights on how to hire recruiters.

Scott also interviews Josh Doody who is the author of the book Fearless Salary Negotiation for insights into how to negotiate salaries between clients and candidates.

Links mentioned:

https://fearlesssalarynegotiation.com

www.greatrecruitertraining.com/freebies

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Episode #38; Candidate Turnaround Phrases; Interview with Susan RoAne

Wed, 01 Jun 2016 11:44:00 -0000

In this episode, Scott Love shares:

Turnaround Phrases for Candidates
Interview with Susan Roane, author of "How to Work a Room"®
Networking tips from Susan Roane

www.greatrecruitertraining.com

www.recruiterVT.com

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Episode # 37 - Death of Recruiting, Higher Searches, Facing Your Fears

Wed, 20 Apr 2016 10:22:00 -0000

In this episode, Scott Love discusses:

Philip Newman's post: The Death of Recruiting
How to Get Higher Level Searches
Face Your Fears

http://www.greatrecruitertraining.com

http://www.RecruiterVT.com

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Episode # 36 - Client Development Strategy, Pitfalls

Wed, 16 Mar 2016 21:11:00 -0000

Scott talks about the impact of minor changes.
Discussion of strategy for search firms or staffing firms.
April 29th One Day Intensive for Advanced Recruiters, Washington, DC
www.greatrecruitertraining.com.

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Episode #35 - The 7-Step Daily Motivation Ritual and Interview with Joe Ankus

Thu, 18 Feb 2016 13:39:00 -0000

Scott shares his upcoming speaking schedule. Find out which staffing and recruiting associations he is working with this year.
Scott covers a sure-fire way to bounce back from adversity by using one of his tools, the 7-Step Daily Motivation Ritual.
Interview with recruiting legend Joe Ankus, discussing client & candidate issues and the importance of daily planning.

More free tools: http://www.greatrecruitertraining.com

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Episode #34 - Blind Spots, Data Management

Tue, 12 Jan 2016 13:15:00 -0000

In part one, Scott discusses how to find blind spots and opportunities through the discipline of journaling. In part two, Scott interviews Andy Shapiro, the president of Cluen, a software company that has developed data management solutions for search firms. Andy discusses how to manage data and avoid the pitfalls of poor data management.

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Podcast #33 - Client Development Tips

Mon, 29 Jun 2015 01:54:00 -0000

In this episode, Scott covers a variety of client development tips to help you refine your skills as a recruiter. Included in the podcast are actual word tracks and in-depth strategies for client development.

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Podcast #32 - Interview with Dr. Ken Christian

Thu, 02 Apr 2015 20:31:00 -0000

In this episode, Scott interviews Dr. Ken Christian, performance expert and psychologist. As Scott's coach and close personal friend, Dr. Christian opens up to share powerful tips so you can break through your limiting beliefs and get out of your own way. Listen as they dig deep into overcoming self-sabotage, breaking the habit of underachievement and how to reach peak performance in recruiting. Dr. Ken Christian is the author of Breakout: The Achiever’s Field Manual for Ultimate Performance and Your Own Worst Enemy. http://www.drkenchristian.com

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Podcast #31 - Linkedin Tips from Victoria Ipri

Tue, 10 Feb 2015 20:49:00 -0000

In this episode, Scott interviews Victoria Ipri, a LinkedIn™ marketing specialist and master-class copywriter who works with small B2B businesses to improve online marketing and lead generation results, with a focus on the powerful LinkedIn™ platform.

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Podcast # 30 - Fee Collection Tips from Wilson Cole

Mon, 19 Jan 2015 19:49:00 -0000

Fee Collection Tips from Wilson Cole

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Great Recruiter Training Podcast #29

Wed, 31 Dec 2014 11:56:00 -0000

- Las Vegas Seminar Announcement, March 20 & 21, 2015

- Relocation Specialist Jill Heineck

- Repeat Interview of Rory Vaden

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Great Recruiter Training Podcast # 28

Sun, 08 Jun 2014 22:41:00 -0000

Interview with Rory Vaden, best-selling author of "Take The Stairs"

- discussion regarding discipline and achievement in sales.

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Great Recruiter Training Podcast # 27

Fri, 18 Apr 2014 18:29:00 -0000

How to Develop a Sense of Urgency and Make More Placements

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Great Recruiter Training Podcast #26

Thu, 06 Feb 2014 14:39:00 -0000

- The Mental Game of Recruiting

- Overcoming Procrastination: Interview with Dr. Ken Christian

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Great Recruiter Training Podcast #25

Mon, 25 Nov 2013 20:40:00 -0000

- Moneyball and Recruiting

- Dr. David Durand on Overcoming Call Reluctance

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Great Recruiter Training Podcast # 24

Sun, 18 Aug 2013 21:00:00 -0000

Recruiter Tips:

Moving Candidates Forward After They Say "Yes"

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Great Recruiter Training Podcast #23

Tue, 07 May 2013 17:30:00 -0000

- How to Develop a Sense of Urgency

- How to Deal with Internal Recruiters

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Great Recruiter Training Podcast #22

Thu, 07 Mar 2013 19:53:00 -0000

- Client Development Tips

- Interview with Henry Devries on Client Development

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Great Recruiter Training Podcast #21

Tue, 27 Nov 2012 19:42:00 -0000

- When candidates say "I want to hold off right now."

- Clown recruiting: Don't be a clown at your desk!

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Great Recruiter Training Podcast #20

Tue, 11 Sep 2012 16:34:00 -0000

Increase your candidate flow by segmenting the results of conversations with candidates
Specific ideas on how to do this and how to measure the improvements

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Great Recruiter Training Podcast #19

Mon, 16 Jul 2012 23:36:00 -0000

What It Takes To Make Successful Sales Calls by the Sales Call Reluctance Coach Connie Kadanski. Connie interviews Scott Love to find out what it takes to make Successful Sales Calls. Scott breaks it down into practical steps for anyone who must proactively prospect in order to succeed in their sales/recruiting role.

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Great Recruiter Training Podcast #18

Mon, 30 May 2011 17:49:00 -0000

- Dangers of Internet Recruiting

- Three ideas that can increase income by 50%

- Nightmare Recruiting Stories: "The Candidate Wanted by the FBI"

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Great Recruiter Training Podcast #17

Tue, 22 Mar 2011 14:26:00 -0000

- Seven Rules for Dealing with Candidates

- Tips for Dealing with Job Board Candidates

Great Recruiter Training Podcast #16

Fri, 11 Feb 2011 15:18:00 -0000

- How to Sound Better Over the Phone: Eliminating "Uh's" From Your Vocabulary

- Interview with Art Sobczak, best-selling sales author: Sales Telephone Pitfalls and Mistakes to Avoid

- Sponsored by www.recruitingblogs.com

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Great Recruiter Training Podcast #15

Mon, 10 Jan 2011 16:56:00 -0000

- Recruiting Scripts that Work!

- Ten Habits to Develop for 2011

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Great Recruiter Training Podcast #14

Tue, 16 Nov 2010 05:00:00 -0000

- Seven Telephone Tips

- How to Deal with Unpredictable Candidates and Clients

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Great Recruiter Training Podcast #13

Mon, 13 Sep 2010 21:55:00 -0000

Strategy Changes to Your Desk
Why We Get Frustrated with Candidates and Clients
Five Tips for Recruiting Passive Candidates

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Great Recruiter Training Podcast #12

Mon, 19 Jul 2010 15:30:00 -0000

Great Recruiter Training Podcast # 12

- Golf and Recruiting

- Free Tips for Better Phone Contact

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Great Recruiter Training Podcast #11

Fri, 02 Apr 2010 15:12:00 -0000

- Scripts for New Clients

- How To Qualify Good Searches

- Eleven Free Resources for Recruiters

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Great Recruiter Training Podcast #10

Thu, 04 Mar 2010 13:58:00 -0000

Developing High Level Client Relationships

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Great Recruiter Training Podcast #9

Fri, 05 Feb 2010 13:40:00 -0000

Getting Through Gatekeepers

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Great Recruiter Training Podcast #8

Tue, 29 Dec 2009 13:27:00 -0000

Great Recruiter Training Podcast #8

- Six Step Annual Goal Action Plan

- Using the Annual Goal Tool

- Developing An Objection List

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Great Recruiter Training Podcast #7

Mon, 07 Dec 2009 18:00:00 -0000

Great Recruiter Training Podcast #7

- Five Questions of Peak Performance

- Identifying Limiting Beliefs

- Google Recruiting with Amitai Givertz

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Great Recruiter Training Podcast #6

Mon, 16 Nov 2009 17:32:00 -0000

- New Client Risk: 15 Indicators

- How to Deal with Human Resources

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Great Recruiter Training Podcast #5

Tue, 27 Oct 2009 14:44:00 -0000

- Preparing for holiday slowdown w/cands.

- Scripts for candidate fears

- Dr. Ken Christian: overcoming fear

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Great Recruiter Training Podcast #4

Tue, 13 Oct 2009 12:30:00 -0000

- NAPS Convention Debrief

- Twitter

- Networking

- Ivan Meissner, founder of Business Networking Intl

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Great Recruiter Training Podcast #3

Mon, 21 Sep 2009 20:57:00 -0000

- Unique Selling Proposition

- "More Business, Better Business, All the Business"

- Selling at Margins Higher Than Competitors

- Interview with Sales Trainer Bill Brooks

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Great Recruiter Training Podcast #2

Sat, 12 Sep 2009 15:01:00 -0000

- Technology: The best technology tool for recruiters

- Candidates: Dealing with Life Changes

- Changing Comp Plans

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Great Recruiter Training Podcast #1

Mon, 31 Aug 2009 18:53:00 -0000

- Three tips for cold calling.

- Call Reluctance.

- Sales Trainer Connie Kadansky.

- Promotion for NAPS convention.

- Special Pricing for NAPS convention.

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